Modern Work Go-to-market

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.

Microsoft Americas 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.

The **Modern Work **Go-to-market** (GTM) Manager** is accountable for leading revenue, usage and share across the segment. The Segment GTM manager is required to have a strong understanding of their Modern Work solution area, with a deep understanding of seller resources, customer solutions and strategies. This role is seen as the business leader for the segment for the Modern Work solution area and as the voice of the field. The Segment GTM manager must develop strong partnerships across marketing, partner, services, and sales to lead and execute the fiscal year priorities. This** Modern Work **Go-to-market** (GTM) Manager** role offers a unique opportunity to own the Modern Work business strategy and GTM for Brazil, enabling every customer to achieve more within that business.

**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.
- 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/subsidiary's 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.

**Qualifications**:
**Required/Minimum Qualifications**
- 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
- Fluency in English and Brazilian Portuguese language.

**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.