Senior Go to Market (GTM) Manager - Azure

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.

As a Senior Go To Market (GTM) Manager - Azure, you will focus on the top challenges in the Federal Azure business that impact cloud consumption and customer success.  You will drive solution opportunity revenue and market share by executing across our Infrastructure, Data & AI, and App Innovation solution areas using Microsoft Azure, and related technologies. You will engage with Microsoft Federal sales teams as well as Worldwide counterparts drive best practices and enablement across the organization.

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.

Required/Minimum Qualifications

• 5+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
• 5+ years of experience with any of the following: drive marketing and partner programs; product marketing; product management; customer and market analysis; Go-to-Market strategy and execution; competitive market analysis and positioning; organize and drive product roadmaps; develop insights from market research; sales enablement and field support; build and execute marketing plans and strategies; OR related.

Other Requirements

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.

Citizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations.  As a condition of employment, the successful candidate will be required to provide proof of citizenship, U.S. permanent residency or other protected status under 8 U.S.C. § 1324b(a)(3) for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport.

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.

Additional or 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
  • 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.
• Understanding of Federal Contracts and Sovereign Clouds
• Ability to thrive in ambiguous business situations; be open to acting quickly and iterating and deep customer focus and understanding

Field Product Marketing IC4 - The typical base pay range for this role across the U.S. is USD $101,200 - $194,800 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 $130,000 - $213,200 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 May 18, 2024

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

• Lead and execute strategic go-to-market plans for Azure in the Federal market across sales, customer success, and partner functions, supporting one-Microsoft cross-functional execution.
• Advocates Azure internally and externally (customers and partners) within the Federal market.
• Own the Federal solution play & segment GTM strategy in accordance with growth models. Use corporate guidance to align Azure Priorities and Programs & Investments.
• Leads a functional v-team to execute against our business priorities and targets and generating learnings and patterns to scale execution. Connecting the field, Corp, GIS, Mission Engineering and SMT to drive clarity and priority for the business.
• Drive Business outcome and owns relevant business metrics (e.g., consumptions, solution wins, and market share).
• Provide support and advisory in winning key projects and customers. Drive impact through actionable execution within the v-team to land Azure budget.
• Lead and execute compete strategies to drive target market share gains. Enable and manage Azure Offers and Programs as growth driver. Ensure and execute Field readiness. Govern and track Investment funding and outcomes.
• Partner with the Federal Intel and Partner team (IPS) in the recruitment and capacity building of partners and executes partner programs to drive impact at scale.
• Assist in leading Azure PowerHour briefings to the Federal field monthly across a number of relevant Azure related topics (AI, Air Gapped Clouds, Edge, Infrastructure, App Innovation, and Data)
• Understanding of CRM tools and ability to execute assisting in building pipeline via Microsoft Customer Engagement Methodology (MCEM)
• Embody our culture and values.