The Job

Director, Go-To-Market Management, Cloud &AI Platforms

Marketing, Media & Creative · Marketing & Advertising · Product Marketing · Marketing Strategy

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In short

Microsoft is seeking a Director, Go-To-Market Management for Cloud &AI Platforms to lead a team focused on accelerating business growth and driving operational excellence. This role serves as a strategic bridge between corporate and field teams, translating strategy into action and influencing business priorities. The ideal candidate will have strong field sales or sales leadership experience, a passion for developing talent, and the ability to influence across organizational boundaries to drive customer success and business growth.

Responsibilities

  • Drive the rhythm of connection (RoC) with regional peers, corporate integrated marketing, event production, and E&E teams to ensure alignment and adoption of strategies and messaging.
  • Maintain and review marketing-related spending against cascaded budget within +/- 1%.
  • Execute standardized, scalable, compliant, and efficient marketing execution by leveraging global capabilities, engines, and tools via Marketing Service Central (MSC).
  • Contribute to the development of strategic responses to specific market strengths, weaknesses, opportunities, threats, and/or trends.
  • Drive coordinating all active Marketing agency partnerships, workflows and performance reviews throughout the fiscal year.
  • Proactively seek and identify use cases for innovation, partnering with E&E and Corporate on MarTech developments, and ensuring impactful implementation.
  • Deliver and optimize marketing plan based on insights and local market knowledge.
  • Interpret and provide recommendations for reports and analyses of customer metrics for their impact on the local market.
  • Leverage corporate customer targeting, segmentation tools and various metrics to provide recommendations to continually update and improve on customer experiences.
  • Align end-to-end marketing plan with critical company focuses such as privacy, accessibility, and compliance, as well as regional market nuances and priorities.
  • Proactively collaborate with local sales and GTM teams to increase visibility and execution of local marketing plan.
  • Collaborate cross functionally with GTM to accelerate pipeline outcomes as the result of an event or activity.
  • Proactively support Sales Enablement to ensure seller engagement in demand generation as well as activity follow-up and signal conversion.
  • Land local events that are aligned to the global-event framework, leveraging appropriate target lists and digital tools.
  • Leverage AI-driven tools and collaborate across teams to develop, interpret, and act on marketing strategies and insights that drive measurable business outcomes.
  • Incorporate inclusive marketing and accessibility principles, best practices, and tools in the execution of marketing initiatives.
  • Drive plans and strategies for integrated marketing plans aligned to targeted business outcomes and marketing engagement goals across business areas, and both leverage and document the approved marketing plans of record in the marketing planning tool (MPT).
  • Partner with regional and/or local teams including, but not limited to Regional Integrated Marketing Managers, Customer Solution Area (CSA) Leads, Go-To-Market (GTM) Managers, Sales, Communications, Finance, Business Operations, and Marketing centers of excellence (CoEs) to establish the appropriate marketing plan.
  • Align to prioritized solution plays and leverage regionally and/or globally available programs.
  • Ensure local marketing plan leverages Global Marketing Engines & Experiences (E&E), corporate integrated marketing teams, corporate event architecture and production strategy, execution frameworks, and marketing technology (MarTech) capabilities to drive business priorities (e.g., customer adds, lead generation) via local marketing engines (e.g., digital, social, email, events).
  • Align marketing tactics to marketing objectives (e.g., acquisition, nurture, re-engagement) and relevant metrics.
  • Collaborate with GDC E&E teams, corporate integrated marketing teams, corporate event architecture and production teams, regional peers and area stakeholders to CSA and Enterprise (ENT) and Small and Medium Enterprises and Corporate (SME&C) operating units (OUs) to align Marketing plans to E&E strategy, capabilities, and engines.
  • Gather and share back internal and external feedback about the quality of the plan.
  • Proactively advocate for E&E and Corporate integrated marketing plans, ensuring stakeholders understand the value delivered globally and locally.
  • Plan and execute in alignment with regional marketing frameworks, while empowering local adaptation.
  • Develop and use playbooks, and share best practices across areas.
  • Drive informing, optimizing, managing, and potentially planning marketing budgets, ensuring 100% compliance across all stages of budget management.
  • Analyze marketing performance and marketing spend reports, to identify and share insights that may affect marketing and business-planning decision making through a regular rhythm of business (ROB) of reporting and business review meetings.
  • Ensure that operating unit teams and leadership understand the impact that Marketing is having in their business.
  • Maintain a deep understanding of the context and needs of group-specific stakeholders, and proactively tie business context to key performance indicators (KPIs).
  • Provide data-driven insights leveraging available E&E tools and dashboards to optimize marketing strategy and delivery.
  • Take action based on insights from corporate data, local market qualitative and quantitative feedback.
  • Proactively connect marketing activities to sales pipeline, customer mindshare, and business outcomes.
  • Connect data insights with deep knowledge of local market trends, using available E&E tools, dashboards, and local market insights to inform decisions and optimize strategy.
  • Promote local adoption and usage of global available tools and processes.
  • Drive consistent feedback loops within the region on E&E analytical tools or dashboards, and ensure consistent communication stream with E&E stakeholders.
  • Partner with the E&E team to create and improve tools if additional needs are uncovered.
  • Partner with GTM to define target accounts and to ensure a post event/activity enablement plan is in place to drive business outcomes.
  • 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.
  • Embody our Culture and Values

Requirements

  • 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
  • 12+ 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.
  • 8+ 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.
  • 5+ years people management experience.
  • 5+ years of Enterprise Cloud Sales, Segment Leadership, SSP, Go-To-Market leadership experience with direct responsibility for driving business performance, sales execution, pipeline acceleration, and field accountability across a large enterprise sales organization.
  • Demonstrated experience in: Driving sales planning, execution governance, forecasting, pipeline management, and performance management through data-driven insights and operational rigor.
  • Demonstrated experience in: Leading field execution rhythms and connecting corporate strategy to frontline sales outcomes.
  • Demonstrated experience in: Identifying and removing blockers that accelerate customer opportunities, sales velocity, and business performance.
  • Demonstrated experience in: Influencing senior sales leaders and cross-functional stakeholders without direct authority.
  • 3+ years of experience selling, supporting, or driving business outcomes for Microsoft Cloud or other public cloud platforms, including Azure, AWS, or Google Cloud, with working knowledge of cloud infrastructure, data, AI, application modernization, and platform services.
  • 8+ years of cloud-focused sales, sales excellence, segment leadership, or GTM leadership experience in a complex, matrixed enterprise environment.
  • Proven track record of: Driving demand generation, pipeline creation, opportunity progression, and revenue outcomes.
  • Proven track record of: Coaching sales teams and accelerating strategic customer opportunities.
  • Proven track record of: Leading executive-level business reviews, performance discussions, and sales accountability motions.
  • Proven track record of: Mobilizing corporate, engineering, partner, and field resources to remove blockers and advance customer outcomes.
  • Proficient understanding of: Enterprise cloud platforms and competitive positioning, including Microsoft, AWS, and Google Cloud.
  • Proficient understanding of: Data, analytics, AI, application modernization, and infrastructure solution areas.
  • Proficient understanding of: Partner ecosystems and leveraging partner capabilities to accelerate customer success and business growth.

Desired Qualifications

  • Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience.
  • Cloud infrastructure, data, AI, application modernization, and platform services knowledge.

Benefits

  • The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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
#Marketing#Cloud#AI Platforms#Go-To-Market#Sales Enablement#Operations#People Management
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Company

Microsoft

Job Posted

1 month ago

Employment Type

Full Time

WorkMode

Remote

Experience Level

Director

Locations

United States

Qualification

Bachelor

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