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We are looking to hire a Azure Go-to-Market Manager to join Microsoft US Federal.

The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment – Civilian, Defense, or intelligence community.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Responsibilities

Product Advocacy

• Acts as a primary product spokesperson and product evangelist for the business as a whole, inclusive of products within the Product Manager-owned portfolio. Leverages product, industry, market, and competitive knowledge as well as technical experience to develop localized competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (e.g., press, analysts, partners, user community, customers). Provides guidance to sales (e.g., interpretation of propensity models) in customer engagements and shares experience to guide partners.

Business Management

• Builds and drives business strategy and tracks the efficacy of plans for the line(s) of business to drive sustainable growth within and beyond the boundaries of the fiscal year. Accepts accountability for scorecard metrics and key performance indicators (KPIs) across products/services or across the business. Drives a One Microsoft approach with key stakeholders to alignment and leadership around strategic priorities and orchestration efforts across the subsidiary to deliver against priorities. Leverages area/subsidiary portfolio share, revenue, and scorecard information to identify insights and actively impact marketing and business planning decision-making. Leads a regular cadence of connections with corporate (e.g., global sales, marketing, and operations [GSMO], the business group, engineering) to execute tactical and strategic planning, gather feedback, and enable field performance. Delivers product and technical insights to the business by sharing data-driven insights about execution, performance, and trends in the area/subsidiary. Leverages understanding of the overall health of the business and customer/partner pain points to identify areas for adjustment to drive greater impact in the field. Adapts and cascades information based on changing priorities. Aligns and disseminates best practices to enable successful performance across groups.

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

• Creates and orchestrates strategic go-to-market (GTM) plans for assigned line(s) of business across sales, marketing, consulting, customer success, and partner functions, supporting One-Microsoft, cross-functional execution as appropriate. Collaborates with one commercial partner (OCP) to guide and support the execution of programs to recruit and enable partners to achieve target capacity and quality. Defines and analyzes key performance indicators (KPIs) and scorecard metrics for the area/subsidiary. Fosters alignment of investments and monitoring of growth opportunities across partners. Considers relevant aggregate business metrics (e.g., revenue, scorecard, share) and enables measurement of KPIs against revenue and scorecard metrics. Drives GTM strategy and lands growth plans (e.g., revenue, usage, customer health). Develops competitive strategies to drive target market share gains, and actively manages relevant stakeholders to drive the local product marketing growth strategy. Drives a functional team in understanding and executing strategy plans. Assesses and compares activity and impact across strategy plans.

Field Enablement

• Partners with sales to land field enablement accountability. Serves as an orchestrator between the business and the areas/subsidiaries to develop and land sales programs. Partners with finance and Product Marketing Manager (PMM) teams to ensure team is aligned with business results. Provides thought leadership and clarity to coach and equip the team, channel, and sellers with the knowledge, skills, and resources to sell (e.g., readiness for programs owned by the solution area). Appropriately activates the partner ecosystem to enable and drive results. Identifies failure points and orchestrates resources to mitigate.

Business Development

• Supports the creation and pursuit of white-space growth opportunities across products/services. Leverages knowledge of revenue, share targets, and the area/subsidiary's capabilities in order to develop strategies that maximize performance across products/services. Builds relationships and drives regular engagements with relevant stakeholders to operationalize competitive strategies and land implementation of solutions that drive strategic impact and increased market share for Microsoft and partners.

Specialty Responsibilities

• Orchestrates between engineering, sales, and the supply chain as needed. Proactively drives alignment and lands large/unique hardware or capacity needs. Proactively manages transition plans between products.*

• Partners with engineering to proactively drive capacity forecasting. Leverages competitive knowledge to shape local capacity and service forecasts. Liaises with sales teams to provide coaching and support pipeline and sales enablement.†

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

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

Other Requirements

The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination

Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment.

Cloud Screening:

Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance.

Preferred Qualifications

• 8+ 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

o OR equivalent experience.

• 5+ 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.

Field Product Marketing IC4 - The typical base pay range for this role across the U.S. is USD $103,800 - $200,300 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 $133,700 - $219,200 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 September 30, 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) .