Overview
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 marketing and people leader to join our Go-to-Market (GTM) team. This role requires someone who thrives leading a team, acts as a thought leader, develops marketing strategy, and tracks success criteria and performance metrics. The person 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. Leads definition and orchestration of strategic go-to-market (GTM) plans across the business. Drives area/subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities and investment plans, including geographical expansion. 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
Drive Business Performance
- Partners with Areas and Asia team to drive Dynamics 365 GTM for align solution plays, identifying growth opportunities in the market and builds clear execution plans.
- Align, influence and coach field teams, sales operations, marketing plans, business rhythms and change management to convert strategic priorities into local execution.
- Partners across Microsoft core teams to bring the voice of field and co-design strategy and programs.
Leads Sales Enablement
- Lands and champions Accelerate Revenue Generation, Modernize Service, Optimize Finance and Supply Chain solution plays, activating connected sales and marketing execution in every segment to maximize performance and share.
- Lead and collaborate with GPS for local partner-led marketing strategies and demand generation that support solution play performance.
- Champions Microsoft strategy and Business Applications Solution Areas and builds industry presence.
Champions Product Advocacy
- Understand the SWOT of Microsoft Dynamics 365 services and their roadmap.
- Advocates as the voice of the Customer, Partners and Field to provide thought leadership on competitive landscape, solution area gaps, sales trends, etc. to drive improvements on the GTM plan.
- Grows organization capability to drive true insights, learnings and blockers for leaders, managers, and sellers.
- Drives standardized rhythms and tools that drive increased customer and partner facing time for sellers.
- Activates leaders and managers on investments and resource optimization, leveraging data and analysis.
Exemplifies Microsoft Values, Culture, Leadership Principles
- Creates clarity by creating a shared understanding and building a clear course of action
- Boundary-less leader who pursues right outcomes to achieve success.
- Models living the Microsoft culture and drives our leadership principles and Model, Coach and Care.
Respected People & Organization Leader
- Builds organization capability for employees, partners, and market opportunities.
- Grows effective & inclusive teams where people can do their best work.
- Influences and transforms behaviors and evangelizes new ways of working.
GTM Strategy, Planning, and Delivery
- Develop Microsoft Dynamics 365 GTM plans inclusive of marketing, field, consulting, customer success, and partner functions that support a One Microsoft approach to overall business strategy and execution.
- Build Microsoft Dynamics 365 GTM Plan with Sales, Services, Partner, and Marketing to drive business growth and align solution plays and programs to Area capability.
- Land programs and investments with a solid ROI aligned to Corp and local priorities and drive Change management to accelerate growth.
- Lead the team to deliver on targets by orchestrating execution and providing Microsoft Dynamics 365 GTM objectives to drive marketing strategies for customer acquisition, acceleration, adoption and advocacy.
Qualifications
- 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience on CRM OR ERP OR equivalent experience
Additional or Preferred Qualifications (PQs)
- 12+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience on CRM OR ERP 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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Microsoft is an equal opportunity employer. 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.
