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Industry Cloud Gtm Manager
2 weeks ago
Focused on the Asia regional market, this role builds and drives business strategy and tracks the efficacy of plans for the Microsoft Industry Cloud for Retail to drive sustainable growth within and beyond the boundaries of the fiscal year.
Creates and orchestrates strategic go-to-market (GTM) plans across sales, marketing, consulting, customer success, and partner functions, supporting One Microsoft, cross-functional execution as appropriate. Partners with sales functions to land field enablement and drive sales accountability. Establishes deep partnerships with Engineering to drive regional growth and provide local market insights to support roadmap. Supports the creation and pursuit of white-space growth opportunities across products/services.
Microsoft’s mission is to empower every person and every organisation on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realise 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**:
Product Advocacy
- Acts as a primary product spokesperson and product evangelist for the business, inclusive of products within the Product Manager-owned portfolio; Industry Clouds and Industry Solution Plays.
- Leverages product, industry, market, and competitive knowledge as well as technical expertise to develop localised competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (e.g., press, analysts, partners, user community, customers).
- Provides guidance to sales (e.g., interpretation of propensity models) in customer engagements and shares expertise to guide partners.
Business Management
- Builds and drives business strategy and tracks the efficacy of plans for the line(s) of business to drive sustainable growth within and beyond the boundaries of the fiscal year.
- Leads a regular cadence of connections with field v-teams and provides feedback to Product marketing to execute tactical and strategic planning, gather feedback, and enable field performance.
- Delivers product and technical insights to the business by sharing data-driven insights about execution, performance, and trends in the Region and Areas.
- Leverages understanding of the overall health of the business and customer/partner pain points to identify areas for adjustment to drive greater impact in the field.
- Adapts and cascades information based on changing priorities.
- Aligns and disseminates best practices to enable successful performance across groups.
Go to Market Strategy, Planning, and Delivery
- Creates and orchestrates strategic go-to-market (GTM) plans for assigned line(s) of business across sales, marketing, consulting, customer success, and partner functions, supporting One-Microsoft, cross-functional execution as appropriate.
- Collaborates with Global Partner Solutions (GPS) to guide and support the execution of programs to recruit and enable partners to achieve target capacity and quality.
- Fosters alignment of investments and monitoring of growth opportunities across partners.
- Drives GTM strategy and lands growth plans (e.g., revenue, usage, customer health).
- Assesses and compares activity and impact across strategy plans.
Field Enablement
- Partners with sales to land field enablement accountability.
- Serves as an orchestrator between the business and the Region and Areas to develop and land sales programs.
- Provides thought leadership and clarity to coach and equip the team, channel, and sellers with the knowledge, skills, and resources to sell (e.g., readiness for programs owned by the solution area).
- Appropriately activates the partner ecosystem to enable and drive results.
- Identifies failure points and orchestrates resources to mitigate.
Business Development
- Supports the creation and pursuit of white-space growth opportunities across products/services.
- Leverages knowledge of revenue, share targets, and the Region and Areas's capabilities to develop strategies that maximise performance across products/services.
- Builds relationships and drives regular engagements with relevant stakeholders to operationalise competitive strategies and land implementation of solutions that drive strategic impact and increased market share for Microsoft and partners.
**Qualifications**:
Required/Minimum Qualifications
- 5+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
Additional or Preferred Qualifications
- 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience
- Preferred Bachelor's Degree in Business, Marketing, or related field **OR** equivalent experience
- 5+ years’ experience managing and expanding a p
