EMEA SEO Migrate and Modernize GTM Manager

Job Description

Overview

The 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.

Microsoft Azure has seen rapid growth and adoption, being the best integrated platform for Cloud and AI solutions for our customers and partners. From secure migration to modernization on Azure, to driving innovative AI Apps and Agents with best developer productivity and tools, to helping our customers to unify their data platform and assets, Cloud & AI Platform solution area has tremendous growth and impact opportunity for Microsoft and our customers, partners and ecosystem. We`re looking for a highly motivated and experienced Cloud & AI leader to drive Secure Migrate and Modernize solution play to accelerate our customer and partner journey and value on Azure and AI.

As the EMEA Secure Migrate and Modernize Solution Play GTM Manager for Cloud & AI Platforms, you will own and lead the solution play end-to-end for EMEA. Working, partnering and coaching other EMEA solution play GTMs, you'll drive accelerated Azure Consumption Revenue (ACR), and market share growth focusing on accelerating AI journey of our customers at scale. You`ll partner closely with Core to contribute and land the global solution play GTM strategy, plan, programs and investments along with designing EMEA wide GTM motions including whitespace, pipeline generation and acceleration hackathons/sprints closely integrated with marketing and partners. You'll work closely with EMEA OU Activation Leads and GTMs for effective seller and partner activation at scale, assessing and achieving solution play performance targets across EMEA and within the area providing the assets, guidance and programs. You'll serve as the subject matter expert, voice of the field and customers, partners for Secure Migrate and Modernize solution play for EMEA, partnering closely with sales, technical sales, CSU, marketing, partner teams, ISD, deal desk, sales excellence.

We’re looking for a highly driven, motivated marketing or sales individual to join our Go-to-Market (GTM) team. This role requires someone who acts as a thought leader, is self-starter, creative, tracks success criteria and performance metrics, works with emergent technology, creates alignment and action across teams, removes roadblocks, and simplifies complex concepts. This individual truly lives for big challenges. This opportunity will allow you to accelerate your career growth, develop deep business acumen, and hone your leadership skills.

*In line with our Flexible Work approach, for roles at Microsoft France, we recommend spending at least two days per week in the office or at the customer site.

Responsibilities

Drive Secure Migrate and Modernize Performance

• Partners with Area resources & teams to drive GTM for aligned the Secure Migrate and Modernize solution play, identifying growth opportunities for end to end Secure Migrate and Modernize solution play with intentional focus on MACC accounts, and high propensity non MACC accounts, including priority ISVs, specifically for Application modernization and Digital Sovereignty in the market and builds clear execution plans across OU’s (operating Units) with area teams, and other leaders. Deep partnership with the CSU will be essential for activating Secure Migrate and Modernize at scale.

• Align, influence and coach field teams, sales operations, marketing teams, on the nuances of the Solutions Play, driving and supporting business rhythms and change management to convert strategic priorities into meaningful execution.

• Partners across Microsoft core teams to bring the voice of field and co-design strategy and programs specifically for the Solution Play as required.

• Identifies ways to strategically position App Modernization and Digital Sovereignty within the overall Secure Migrate and Modernize solution play in the industry, versus the competition and across EMEA through thought leadership and limited product representation at core moments, events, and strategic customer engagements as required.

• Development of a connected narrative that brings together Cloud & AI solution plays including Secure migrate and modernize, Innovate with AI Apps and Agents, and Unify your data estate into a connected customer journey that’s understandable and actionable.

• Maps market opportunity to white space to help drive net new pipe, pipeline acceleration, and drive NNR sufficiency. Proactively monitors pipeline to understand key blockers, and offer proactive solutions / resolutions for top opportunities.

• Reviews open UAT’s for product areas to ensure quick feedback loop and overall evolution of the product and area, influences product roadmap and feedback loops.

• Understand regulatory context for Secure Migrate and Modernize particularly Digital Sovereignty and resiliency, and nuances such as legislative impact and relevant EMEA specific regulation.

Drives Sales Enablement and Activation

• Lands and champions the Solution Play, activating connected sales and marketing execution in every segment to maximize performance and share. Able to connect execution to other Solution Play roles to optimize resources and investments.

• Lead and collaborate with GPS for local partner-led marketing strategies and demand generation that support solution play performance, identifying ways to monetize and ensure partners understand Secure Migrate and Modernize solution play is essential for maximizing the ACR growth and scale opportunity. Identifying the right partners to drive growth for Secure Migrate and Modernize solution play sales plays across the region.

• Champions Microsoft strategy and for the whole Cloud & AI Platforms, Solution area – able to articulate and deliver a connected execution.

• Ability to educate and inspire sellers on available programs, resources and strategic support on offer to drive acceleration.

• ECIF, Azure accelerate and CAF (cloud acceleration factory): Ability to shape and influence direction on strategic ECIF investment utilizing Azure Accelerate and prioritizing CAF, taking personal accountability for progress on investments aligned to Solution plays across EMEA. Builds understanding of Secure Migrate and Modernize opportunity and how this is achieved.

Champions Product Advocacy

• Advocates as the voice of the Customer, Partners and Field to provide thought leadership on competitive landscape, solution area gaps, sales trends, etc. to drive improvements on the GTM plan.

• Grows organization capability to drive true insights, learnings and blockers for leaders, managers, and sellers​.

• Drives standardized rhythms and tools that drive increased customer and partner facing time for sellers​. Inputs into broader Sales Play GTM programs to ensure they work for the leaders in question.

• Activates leaders and managers on investments and resource optimization, leveraging data and analysis​.

• Provides input and insights into key EMEA rhythms such as VSU & APR; identifying success formula and proactively looking for opportunities to scale.

Exemplifies Microsoft Values, & Culture

• Creates clarity on Solution Play priorities, contributing to the success of others.

• Boundary-less leader who pursues right outcomes to achieve success​ and able to inspire others across the matrix of Microsoft.

• Models living the Microsoft culture through own contributions to the broader EMEA SE&O Culture, supporting the evolution of the new team in reaching our goals for EMEA region and Areas.

Qualifications

Required/Minimum Qualifications

• Significant experience in marketing strategy, business planning, sales enablement, business development, technical pre-sales or related work experience. Strong experience and deep understanding of Azure, Cloud platforms, Gen AI marketplace, competition, solutions, partner ecosystem, market opportunity and product experience relevant to the Cloud & AI Platforms solution plays beneficial.

• OR equivalent experience

Additional or Preferred Qualifications

• A proven track record in 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

• Extensive experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization

• OR equivalent experience

*Open to candidates based within the EMEA region

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.