Senior Director, Partner Go To Market Management, Americas

Microsoft is a leading technology company focused on empowering people and organizations. They are seeking a Senior Director, Partner Go To Market Management, Americas, who will be responsible for driving partner-led growth through strategic business leadership and data-driven go-to-market strategies.

Responsibilities:

• 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
• Owns and influences solutions strategies/content roadmaps (e.g., product, enablement, recruit, incentives/investments) with partners and cross-discipline stakeholders (e.g., Strategy & Operations, Partner Development Manager [PDM], by Partner Behavior (Channels, ISV, or Services) based on research and expert-level understanding of the partner’s financials and strategic priorities, as well as business, industry, and competitive landscapes. Drives high-level stakeholder engagement across the team and works to connect strategy to the broader subsidiary, region, etc., to ensure alignment of best practices across Americas and influences the globe. Manages the mapping of partner capabilities and priorities with Microsoft goals and strategies to ensure strategic alignment. Influences at a worldwide and corporate level to help drive strategic action. Envisions dynamic planning of long-term growth strategies across the organization based on identified opportunities and OKRs to drive key performance indicator (KPI) accountability against internal goals. In partnership with internal counterparts and sales teams, drives development of data-driven solution area strategy including growth targets, partner capacity, projections (e.g., reach, frequency, yield targets), and capability to co-sell and capitalize on market opportunities
• Oversees and leads partner-centered GTM adoption and partner learning across multiple learning channels and events by driving a team in evaluating internal and external data and reports and through discussions and direct facing with senior-executive level partners, and by generating and leveraging competitive insights and collaborating with the broader virtual team and the most critical stakeholders. Translates insights into actionable plans and defining key outcomes to rally the team around
• Owns marketing strategic development to ensure market, channel, partner readiness for new solution/offering launch. Coordinates with cross-category (product/solution areas, industries, partner behavior, and market segment) and cross-discipline teams and partners on strategizing for how a solution/offering will be launched within a go-to-market planning cycle to ensure full-funnel marketing. Ensures marketing plans are robust and looks across partner segments and solution areas to ensure consistency with strategic aims. Leads the effort to continuously optimize and ensure consistent experiences across partners/channels by leveraging marketing materials and toolkits to ensure on-time execution and align to budget
• Lands and leads the creation of new partner capabilities and opportunities through partner experiences to help provide a competitive advantage and to land key product messages with partners. Leads others in measuring the impact of omni-channel partner experience through a co-marketing and partner standpoint, as well as evaluating return on investment (ROI)
• Plans, manages, and owns/is accountable for multi-categorical marketing funds and spend management in collaboration with world-wide and regional teams to help ensure allocated budget is properly spent in a timely manner, while considering mutual business objectives and goals with partners. Owns and influences/makes decisions on cross-categorical budget allocation (as well as reallocation) and the allocation of marketing funds by prioritizing allocations to specific products/projects. Drives collaboration across cross-category, cross-discipline, and partner teams, while reviewing and analyzing the collaborative budget spend effectiveness. Manages the budgeting and investment processes through identifying and scoping new business opportunities to drive strategic impact for Microsoft (e.g., revenue upside, new device growth, optimization of investment buckets) and establishes return on investment (ROI) and related benchmarks to ensure performance goals are met. Leverages and pulls Microsoft investments and marketing funds to maximize marketing campaign impact. Maintains area incentive budget across incentives and investments and reports out results on a monthly basis
• Acts as an active member of a larger compliance committee within Microsoft by driving and maintaining a culture of compliance, as well as by ensuring privacy, brand, marketing funding, statement of work, and marketing proof of execution compliance of products, processes, and policies are followed internally and externally. Educates and guides partner compliance is followed across channels by communicating compliance-related policies and standards to partners and accounts. Ensures training mechanisms are in place to educate partners, team members, and other relevant roles (e.g., PDMs) on compliancy (e.g., acceptable spending), as well as manager-level training or requirements to facilitate compliance learning. Identifies exceptions to policies and seeks appropriate approvals of policy exceptions with Corporate, External, and Legal Affairs (CELA) and senior management
• Creates marketing frameworks that valuate, prioritize, and analyze segments of markets based on priorities and where they are focused on driving their business. Translates data insights and interpretations to cross-categorical and cross-disciplined stakeholders by putting the insights and data into action
• Advises and aligns partners on best practices as a recognized domain authority and industry expert. Owns full-funnel communication of marketing messages and product/program incentive changes through and to partners and across cross-channel and discipline communication channels. Identifies and anticipates gaps in partner capabilities and capacity and drives plans to address current and future gaps to build partner capability and capacity and drive partner sharing
• Builds collaborative networks with cross-category and cross-discipline stakeholders to market products and enhance offerings. Builds trust and credibility in existing relationships with internal teams, while applying expertise to cross-category, cross-discipline, and partner teams. Leads the management and balancing of escalations to and from stakeholders. Drives the connection of customer/partner opportunities with executive internal stakeholders (e.g., product management, category, business development, sales) through partner capability sharing, and advocates for customers/partners across internal teams
• Uses domain expertise to provide feedback across diverse partners and customers on how products and processes may be improved to simplify product optimizations and workflow or better serve partners/customers or internal stakeholders. Owns the sharing and scaling of successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., case studies, industry events, training contributions) to lead thought leadership efforts and to rally internal and external audiences around Microsoft's world view. Structures and drives new, multi-dimensional initiatives and product/projects for partners in unexplored areas (beyond current offerings)
• Guides team in mapping of accounts with partner solutions and sales plays. Supports team in driving demand generation to build partner co-sell pipeline through solution area sales plays execution and with partner-to-partner (P2P) interactions
• Drive lead generation and opportunity maturation across all Microsoft segments from Enterprise through Majors with strategic emphasis on Corporate and Small & Medium Business. Accountable to the ROI of investments into these segments

Requirements:

• Bachelor's Degree in Business, Marketing, Business Development, Business Management, Communications, or related field AND 9+ years sales, marketing, or business development experience OR equivalent experience
• 7+ years people management experience
• 10+ years of enterprise go-to-market management experience including any 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; customer and market analysis; Go-to-Market strategy and execution; end-to-end customer journey, develop insights; or related
• 4+ 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
• Bachelor's Degree in Business, Marketing, Business Development, Business Management, Communications, or related field AND 10+ years sales, marketing, or business development experience OR Master's Degree in Business Administration, or related field AND 8+ years sales, marketing, technology-based, or business development experience OR equivalent experience
• 8+ years people management experience. Multi-level management experience a plus