Director, Go-to-Market Management, Americas Job at Microsoft Corporation (Multiple Locations)

Job Description

The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to execution plans and driving operational excellence to achieve the greatest results possible across the Americas. Our team drives regional plans, insights and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. We are hiring a Director of Go-To-Market Management (GTMM) to lead segment strategy for the Defense Industrial Base (DIB) and Oil, Gas & Energy (OGE) Operating Units (OU). You will work with Services Sales Leaders to build solid pipeline and accelerate revenue across Unified Enhanced Services and the full One Services portfolio. In this role, you help connect Services Sales execution to Microsoft’s strategy by running clear business rhythms, delivering focused enablement, and keeping alignment tight across Services Sales Leadership and the broader organization. You act as the SE&O leader inside the OU—bringing clarity, predictable execution, and simple processes that help managers and team members to stay focused. Success means influencing without authority, improving how the business runs, and serving as the trusted connector who helps the OU perform with consistency and impact.

Job Responsibility

Act as a trusted thought partner to OU leaders by sharing clear insights, spotting risks early, and helping them make fast, confident decisions
Build trust through steady follow‑through, proactive communication, and good judgment when handling sensitive leadership conversations
Influence without authority by aligning STU, CSU, and ATU teams, clearing up confusion, surfacing dependencies, and reducing cross‑team friction so managers can drive clarity
Make our operating rhythm clear and repeatable with weekly, bi‑weekly, and monthly cycles that line up with ATU RevOps, GTM priorities, and OU needs
Fix and simplify complex processes (RevOps, forecasting, skilling sockets, etc.) so managers and ICs can work faster with fewer blockers
Work with M1s and M2s to shape agendas, check business insights, and keep all teams aligned on cross‑OU priorities, reporting, and clean pipelines
Support managers (M2s/M1s) by translating priorities into actionable guidance ICs can execute
Ensure sellers and ICs are informed, prepared, and aligned—especially for RevOps, Territory Reviews, GTM shifts, and product readiness
Identify skill gaps and drive connection to training, Tech Connect sessions, and enablement resources
Identify insights across pipeline, consumption, blockers, and whitespace—helping managers focus on high-impact drivers
Consolidate insights into crisp, executive-ready summaries for OU LT, Services Sales leadership, and partner teams
Drive accountability by ensuring insights translate into clear next actions, owners, and timelines
Embody our culture and values

Requirements

8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience
7+ years in sales enablement, business planning, GTM, operations, or related role
Proven experience partnering with leaders and influencing cross-functional teams
Solid understanding of Services Sales / Microsoft sales motions, pipeline management, and business rhythms
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
7+ 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 experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization
Demonstrated ability to simplify complexity and communicate clearly in ambiguous environments
Demonstrated record of delivering insights, improving execution, and driving alignment across teams
Experience supporting or working with others in high-performance sales motions (Unified Enhanced Services, Unified Base Support and ISD Sales)
Experience with AI-driven tools (Copilot, MSX, Consumption Manager)
Effective narrative writing and executive-level communication skills
Track record of enabling teams through change and business transformation

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Director, Go-to-Market Management, Americas

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