Job Information
Microsoft Corporation Director, Americas Security Go to Market Programs in Multiple Locations, United States
Are you passionate about the cybersecurity business and want to help drive business growth? We are looking to hire a Director to lead the Americas Security Go to Market programs team (GTM). Security is among the fastest growing businesses at Microsoft and the Commercial Solution Area GTM team is at the forefront of driving this growth. We are seeking an experienced leader to orchestrate a team dedicated to driving and designing marketing and sales enablement programs to support our Security commercial sales model.
We’re part of the Americas Sales Enablement & Operations (SE&O) organization with the objective of engineering scale and consistency in many areas, including Go To Market strategy, operations, customer and partner experience. The Sales Enablement & Operations team plays an essential role translating Microsoft’s worldwide commercial strategy to a regional execution plan and driving operational excellence.
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. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.
Responsibilities
Field Enablement
Ensures Business Group (BG) 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.
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
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 Global Partner Solutions (GPS) 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.
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. Assesses and prioritizes impact over activity.
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.
Business Development
Drives area/subsidiary leadership through revealing and pursuing long-range, white-space growth opportunities, marketing strategies and investment plans.
Adds value by designing, driving and measuring the success of specific Sales programs ofwith strategy and operational impact, designed to change sales and operational behavior.
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
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, the business group, engineering) to execute strategic planning.
Acts as the primary-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 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.
People Management
- Delivers success through empowerment and accountability by modeling, coaching, and caring.
Other
- Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)
Qualifications
Required/Minimum Qualifications
8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
3+ years people management experience
7+ years of enterprise experience with more than two of the following: create and orchestrate strategic go-to-market plans; build, develop, and execute sales enablement strategy; drive marketing and partner programs; product marketing; business planning; product management; customer and market analysis; Go-to-Market strategy and execution; end-to-end customer journey, competitive market analysis and positioning; organize and drive product roadmaps; develop insights from market research; or related.
1+ years of enterprise marketing, sales, or delivery experience in ANY of the following security solutions: Cloud security technologies and frameworks, Security operations, Threat Intelligence, Cyber Incident Response, Cyber Defense methodologies, Cybersecurity, OS Security, Security Information and Event Management (SIEM) systems, Microsoft security solutions (M365 Defender, Defender for Cloud, Sentinel) or technologies such as Prisma Cloud, Crowdstrike, Proofpoint, Splunk, or related.
Additional or Preferred Qualifications:
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.
Field Product Marketing M5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 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 $162,000 - $268,900 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
Microsoft will accept applications for the role until July 10, 2024.
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) .