The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

We’re looking for a highly driven, motivated business and marketing leader to lead our Go-to-Market (GTM) Biz Applications business. This role requires someone who thrives leading a team, acts as a thought leader, develops business and market strategy, compete plays, sales enablement and leverages data and insights to tracks success criteria and performance metrics.

They will lead a team that works with emergent technology, excels at creating alignment and action across teams, moving roadblocks and simplifying complex concepts, truly lives for big challenges, and is not afraid to take thoughtful risks working in deep partnership with the field, Corp, and cross-functional marketing team. To be successful in the role you should be a thoughtful people leader and drive your team development for success through business impact.  

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond

Responsibilities

Core Accountabilities

• Business Leadership - Lead the Azure solution area business plan, resource allocation, investment decisions and operate as the general manager for all aspects of the Solution Area.

• Connected Sales and Marketing - Enables marketing strategy in partnership with regional CMO and region/area SE&O teams. Coaches and guides field teams for comprehensive solution play landing to drive FRA and share performance.

• Sales Activation - Drives field activation on sales and marketing plan. Leads the voice of Customer, Partner and Field by summarizing and sharing prioritized key learnings that inform sales go-to-market decisions on complex issues, proactively driving solutions to high-impact blockers and opportunities

• Operations Excellence - Works with BSO to drive the adoption of standardized tools and services. Leverages MCAPS standard rhythms to coach and guide business performance and execution

Key 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.

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.

Product Advocacy

Leverages credibility and expertise to act as the executive-level product/solution 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.

Qualifications

Required/minimum qualifications

• Marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.

Additional or preferred qualifications

• Proven experience in people management experience.

• Experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.

• 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.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .