Senior Segment Go To Market Manager - Retail & Consumer Goods

Overview

The Microsoft Americas Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsofts 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.  

Are you excited about the way AI is changing the world? Do you have a passion for helping people with the tools to be super productive and optimize their time more efficiently? Do you love helping sellers and partners to articulate and demonstrate the value of these solutions so they can reach and help more people? If so, come join the Americas AI Business Solutions (ABS) Enterprise Segment Team!

We are looking for a Senior Segment Go-to-Market Manager (GTMM) to help support our field in bringing Microsofts AI Business Solutions to our enterprise commercial customers. In this role, you will align to our US Retail & Consumer Goods (RCG) operating unit, and will be accountable for leading revenue, usage and share activation across the segment. The Senior Segment GTMM will need to understand of our AI Workforce and AI Business Process solutions, with a deep understanding of seller resources, customer solutions and strategies. This role is seen as the ABS business leader for your Operating Unit area and represents the voice of the field to senior leadership on a daily basis.  You will develop effective partnerships across marketing, partner, services, and sales to lead and execute the fiscal year priorities.

This Senior Segment GTM Manager role offers a unique opportunity to build and execute the ABS commercial business strategy for your segment, enabling every customer to achieve more within that business. 

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: being customer obsessed, being diverse and inclusive in everything we do and create, operating as a team, and making a difference in the lives of our colleagues, our customers and our communities. You can help us build our culture and achieve this mission.

Qualifications

Required/Minimum Qualifications: 

• 5+ years marketing strategy, business planning, sales, sales enablement, business development, pre-sales, or related work experience.
• 5+ years of enterprise sales excellence or Go To Market manager experience with ANY combination of the following:
  • 1) driving sales planning, execution governance, and performance management through data-driven insights, sales rhythms, and operational rigor.
  • 2) driving sales enablement to include but not limited to field marketing, product/program/segment GTM, or similar.
• 5+ years of enterprise experience with ANY combination 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, develop insights; or related.
• 4+ years of experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.

Additional or Preferred Qualifications

• Experience with sales or marketing of technology solutions with the Retail and/or Consumer Goods industry.
• Effective stakeholder management skills across matrix organizations.
• Cross-group collaboration, executive communication, storytelling skills, and the ability to translate complex ideas for various audiences.  
• Efficient Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators) 
• Bachelors Degree (B.S./B.A.) preferred, relevant fields of study include Marketing, Business, Computer Science or equivalent experience. 

Field Product Marketing IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 per year.

Microsoft will accept applications for the role until October 14, 2025.

#SEO #MCAPSA

Responsibilities

Business Leadership

• 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.
• Leverages area/subsidiary portfolio share, revenue, and usage information to identify insights and actively impact marketing and business planning decision-making.
• Leads a regular cadence of connections with corporate and field teams to execute tactical and strategic planning, gather feedback, and enable field performance.
• Helps our field sales teams to activate the GTM to generate new and accelerate existing opportunity pipeline
• Partners across Microsoft core teams to bring the voice of field and co-designs the strategy and programs to support performance for the segment. 
• Aligns and coaches segment field teams, sales operations, marketing plans, business rhythms and change management to convert strategic priorities into local execution to support the performance for the segment. 
• Leverages understanding of the overall health of the segment business and customers to identify areas for adjustment to driver greater impact in the field. 

Business Management

• Supports the creation and pursuit of white-space growth opportunities across products/services. 
• Leverages knowledge of revenue, share targets, and the area/subsidiarys capabilities in order to develop strategies that maximize performance across products/services. 
• Delivers product and field insights to the business by sharing data-driven insights about execution, performance, and trends in the segment/area.
• Considers relevant aggregated business metrics, and enables measurement of key performance indicators against revenue, usage and share for the segment. 
• Develops strategies to drive target market performance, and actively manages relevant stakeholders to drive the local product market growth strategy. Assesses and compares activity and impact across strategy plans. 

Field Enablement

• Serves as a leader to orchestrate, land, and champions solution plays, activating connected sales and marketing execution in their segment to maximize performance. 
• Collaborates with the global partner team for local partner-led co-sell and demand generation that supports segment solution play performance. 
• Partners with finance, product marketing managers, and sales excellence to ensure team is aligned with business results. 
• Provides leadership and clarity to coach and equip the team, channel and sellers with the knowledge, skills, and resources to sell.
• Identifies failure points, and orchestrates resources to mitigate. 

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