Modern Work and Security GTM Lead at Microsoft

The Marketing & Operations (M&O) team plays an essential role translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible.

The Modern Work and Security team is looking for a GTM Lead with a passion for developing and executing on leading go-to-market initiatives that deliver clear results against demand generation goals for the segment or product focus.

Responsibilities

Product Advocacy

• Acts as the primary product and technical advocate, evangelizing across products within the Product Manager-owned portfolio and across the business. Leverages product and/or technical subject matter expertise as well as industry, market, and competitive knowledge to develop competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (e.g., press, analysts, partners, user community, customers). Identifies and develops strategies to drive cross-selling scenarios and attach points across product/service area(s). Provides guidance to sales in customer engagements (e.g., resources and programs, best practices for scaling, change management, and deal coaching for segments), and counsels partner practice leads.

Business Management

• Develops and executes business strategy and tracks the efficacy of plans across the business to drive sustainable growth within and beyond the boundaries of the fiscal year. Accepts accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business. Identifies strategic priorities and drives alignment across the business to enable the team/stakeholders to deliver against priorities. Partners with relevant senior leadership team(s) to ensure alignment with area/subsidiary goals and drive business priorities (either end to end or within the context of a business). Actively leads and engages with all stakeholders across the area/subsidiary for One Microsoft orchestration. Defines and leads the execution of rhythm of the business cadence and metrics to gather feedback and enable field performance. Leads regular cadence of connections with corporate (e.g., global sales, marketing, and operations [GSMO], the business group, engineering) to execute strategic planning. Acts as the primary representative from the field, sharing insights back to the business (e.g., business group, finance, engineering teams) on execution, performance, and trends within the area/subsidiary, and anticipates changing priorities. Consolidates insights to succinctly summarize the business for senior leadership. Utilizes insights on key aspects of the business and rigor of execution to drive business performance in the field, and contributes to the development of programs and tools to drive sales and marketing performance within or across areas/subsidiaries. Drives results and impact without significant support.

Go-to-Market (GTM) Strategy, Planning, and Delivery

• Leads definition and orchestration of strategic go-to-market (GTM) plans across the business. Develops plans inclusive of marketing, field, consulting, customer success, and partner functions that support a One Microsoft approach to overall business strategy and execution. Partners with one commercial partner (OCP) to guide the development and execution of programs to recruit and enable partners to achieve target capacity and quality. Works collaboratively with internal partners to understand goals and metrics, and considers strategic cross-product/aggregate business metrics to develop and track the appropriate key performance indicators (KPIs) and scorecard metrics in order to understand performance, drive insights, and lead corrective measures to adapt GTM delivery. Orchestrates a rhythm of the business (ROB) that enables ongoing measurement of KPIs against revenue and scorecard targets. Aligns and monitors investment impact and growth opportunities across partners. Builds and lands growth plans. In partnership with the finance organization, develops competitive strategies to drive target market share gains. Leads a complex stakeholder map to drive the local product marketing growth strategy. Drives impact through correction of error initiatives where required, landed in partnership with the sales segments and broader area/subsidiary. Leads and orchestrates functional teams in understanding and executing market strategy and customer segmentation strategy plans. Assesses and prioritizes impact over activity.

Field Enablement

• Ensures Business Group (BG) Leads and field communities have the leadership and enablement needed to run the business locally. Serves as the primary orchestrator between the corporate and the field, and ensures field and corporate leadership are aligned on business results and actions to take. Defines the advisory/direction roles for BG Leads in the field. Provides thought leadership and ensures BG Leads and/or subsidiary Product Marketing Managers (PMMs) can equip channels and sellers with the knowledge and resources to sell. Strategically activates the partner ecosystem to enable and drive results. Identifies failure points and orchestrates resources to mitigate.

Business Development

• Drives area/subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities and investment plans, including geographical expansion. Cross-references opportunities within the market with the area/subsidiary's capabilities in order to develop strategies that maximize performance across the business. Drives regular engagements with relevant executive stakeholders to develop and operationalize strategies and oversee implementation of cross-market solutions that drive strategic impact and increased market share, in line with area-specific service requirements (e.g., local regulatory compliance/programs).

Specialty Responsibilities

• Drives a pipeline of feedback from sales to the supply chain. Leverages regional competitive knowledge to develop business cases and land services with customers. Provides authorization for investments and drives follow-through to ensure customers have hardware availability. Supports sell-in accountability and related impact on profit and loss (P&L) for the subsidiary.*
• Proactively drives capacity forecasting in partnership with key stakeholders. Coaches deals on alternative services and drives pipeline and sales enablement. Ensures segments understand issues and mitigation strategies. Manages escalations as required.*

Qualifications

• Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
• Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.