About this role

Overview 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 looking to hire a Senior Go-To-Market Manager, Cloud & AI Platforms (Segment Lead). In this role, you will be the trusted business partner to an assigned set of Operating Units (OUs). You will own the Cloud & AI Platforms execution story for your segment from plan through pipeline to results. You will connect Corporate, Product GTM, Program GTM, Engineering, EPS, Customer Solution Areas (CSAs) and STU/CSU field teams to turn strategic priorities into field action. Using business insights, pipeline analytics and field feedback, you will find growth opportunities and risks early, drive the right motions with sellers and leaders, and scale what works across the segment. Through a disciplined rhythm of business, you will turn insight into action and action into measurable business outcomes.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. Responsibilities Segment Strategy & PlanningTranslates Cloud & AI Platforms priorities and solution plays into an actionable segment plan aligned to OU business goals, industry nuances and field capacity.Partners with OU leadership, CSA leads and Product GTM to set priorities, targets and focus accounts, so the plan is clear to every stakeholder.Spots market trends, competitive dynamics and whitespace across the segment, and recommends where to invest time, programs and resources for the most impact.Rhythm of Business & RevOpsOwns the segment rhythm of business (RoB), including pipeline reviews, forecast calls, business reviews and leadership readouts, with clear actions, owners and follow-through.Drives pipeline discipline: hygiene, velocity, stage progression, conversion and forecast accuracy across Azure and Cloud & AI workloads.Surfaces blockers, risks and asks early, escalates them to the right Corporate, Engineering or field leaders, and drives them to resolution. Keeps a consistent rhythm of connection (RoC) between field and Corporate teams so that field reality shapes Corporate decisions and Corporate priorities reach the field.Field Execution & Deal AccelerationWorks side by side with STU/CSU leaders and sellers to accelerate priority opportunities, unblock deals and land commitments.Runs deal coaching and deal reviews on strategic and at-risk opportunities, bringing in specialists, engineering, partners and programs where needed.Activates growth motions such as migration, AI design wins, consumption acceleration and investment programs, and makes sure sellers know how to use them. Partners with Marketing and Sales Enablement to turn events, campaigns and signals into qualified pipeline, with clear follow-up plans tied to target accounts.Insights & MeasurementUses performance dashboards, pipeline data and AI-driven tools to produce sharp, exec-ready insights for OU and Cloud & AI leadership.Ties activity to outcomes (pipeline, consumption, wins and revenue) so leaders understand what is working, what is not and why.Combines quantitative data with qualitative field feedback to shape decisions, adjust focus and improve performance throughout the year. Promotes adoption of global tools, processes and reporting, and feeds field needs back to Corporate and Engineering.Coaching, Enablement & Best Practice ScaleBuilds a culture of coaching across the segment by helping sellers and managers sharpen customer conversations, deal strategy and execution.Captures wins, field-tested plays and lessons learned, then turns them into playbooks shared across OUs and segment peers.Celebrates success and recognizes the people behind it to build momentum and engagement in the field.Cross-Functional OrchestrationServes as the single point of connection for the segment across Corporate, Product and Program GTM, Engineering, EPS, ABS, Marketing, Finance and Business Operations.Brings the right experts and resources into the right customer moments, and keeps teams aligned on priorities and outcomes.Contributes to strategy and program design by bringing the segment's voice of the field to planning forums and leadership discussions. Qualifications Required/minimum qualifications<ul type="disc"><li>5+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.</li></ul>Additional or preferred qualifications<ul type="disc"><li>4+ years of Enterprise Cloud Sales, Segment Leadership, SSP, Go-To-Market leadership experience with direct responsibility for driving business performance, sales execution, pipeline acceleration, and field accountability across a large enterprise sales organization.</li><li>Demonstrated experience in:<ul type="disc"><li>Driving sales planning, execution governance, forecasting, pipeline management, and performance management through data-driven insights and operational rigor.</li><li>Leading field execution rhythms and connecting corporate strategy to frontline sales outcomes.</li><li>Identifying and removing blockers that accelerate customer opportunities, sales velocity, and business performance.</li><li>Influencing senior sales leaders and cross-functional stakeholders without direct authority.</li></ul></li><li>3+ years of experience selling, supporting, or driving business outcomes for Microsoft Cloud or other public cloud platforms, including Azure, AWS, or Google Cloud, with working knowledge of cloud infrastructure, data, AI, application modernization, and platform services.</li><li>7+ years of cloud-focused sales, sales excellence, segment leadership, or GTM leadership experience in a complex, matrixed enterprise environment.</li><li>Proven track record of:<ul type="disc"><li>Driving demand generation, pipeline creation, opportunity progression, and revenue outcomes.</li><li>Coaching sales teams and accelerating strategic customer opportunities.</li><li>Leading executive-level business reviews, performance discussions, and sales accountability motions.</li><li>Mobilizing corporate, engineering, partner, and field resources to remove blockers and advance customer outcomes.</li></ul></li><li>Proficient understanding of:<ul type="disc"><li>Enterprise cloud platforms and competitive positioning, including Microsoft, AWS, and Google Cloud.</li><li>Data, analytics, AI, application modernization, and infrastructure solution areas.</li><li>Partner ecosystems and leveraging partner capabilities to accelerate customer success and business growth.</li></ul></li></ul> 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. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/us/en/us-corporate-pay">https://careers.microsoft.com/us/en/us-corporate-pay</a> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> 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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>