GTM Leader

Overview Leverages credibility and expertise to act as the executive-level product/technical advocate and evangelist, providing global thought leadership and driving impact across solution areas and/or countries. Develops and orchestrates the execution of business strategy.

Drives rigor in definition and orchestration of strategic go-to-market (GTM) plans inclusive of marketing, field, consulting, customer success, and partner functions that support the One Microsoft approach to overall business strategy and execution. Ensures Business Group (BG) Leads and field communities have the leadership and enablement needed to run the business locally.

Drives area/subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities and investment plans, including geographical expansion. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Responsibilities

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).

Business Management

Develops and orchestrates the execution of business strategy. Tracks the efficacy of plans across solution areas/countries to drive long-term sustainable growth for the business. Accepts end-to-end accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business.

Identifies strategic priorities to drive impact that changes company strategy, programs, or initiatives across solution areas and/or countries. Takes a One Microsoft approach to partnership across peers and senior leadership to ensure alignment with area/subsidiary goals and drive business impact worldwide.

Defines and leads the execution of rhythm of the business (ROB) 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 executive-facing representative from the field, sharing insights back to the business (e.g., business group, finance, engineering teams) on execution, performance, and trends across areas/subsidiaries. Consolidates insights to succinctly summarize the business for senior leadership. Utilizes expertise in key aspects of the business and rigor of execution to drive contributions to worldwide business performance.

Capacity Management

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.

Demand Planning

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.

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 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.

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

Drives rigor in definition and orchestration of strategic go-to-market (GTM) plans inclusive of marketing, field, consulting, customer success, and partner functions that support the One Microsoft approach to overall business strategy and execution. Influences and impacts strategy at the worldwide level.

Enables collaboration across relevant partners and stakeholders and leverages expertise in strategic cross-product/aggregate business metrics to drive insights and impact GTM strategy and delivery. Aligns and monitors cross-solution investment impact and growth opportunities across partners. Builds and lands short- and long-term growth plans.

In partnership with the finance organization, develops competitive strategies to drive target market share gains across solution areas. Facilitates and drives engagement across a complex stakeholder map to drive the product marketing growth strategy, and drives impact through correction of error initiatives as required.

Advises and enables functional teams in understanding and executing market strategy and customer segmentation strategy plans.

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model

Live our culture. Embody our values. Practice our leadership principles.

Coach

Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.

Care

Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Product Advocacy

Leverages credibility and expertise to act as the executive-level product/technical advocate and evangelist, providing global thought leadership and driving impact across solution areas and/or countries. Leverages subject matter expertise and knowledge to drive competitive strategy and value proposition development and positioning.

Tailors messaging and leads strategic engagement efforts across key internal and external audiences at the worldwide level. Identifies and develops strategies for cross-selling scenarios and attach points across solution areas. Develops and oversees the dissemination of guidance for customer engagements, and advises partner practice leads.

Required Qualifications

• 10+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.

Preferred Qualifications

• 15+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience.
• 10+ years experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.
• 8+ years people management experience.

Field Product Marketing M6 - The typical base pay range for this role across the U.S. is USD $155,800 - $277,200 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $202,400 - $303,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled