SAP GTM Lead, Azure

Redmond, WA, United States

WW INTELLIGENT CLOUD – Infrastructure Go-to-Market (GTM) Lead Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of the Microsoft cloud solutions and services, to support our mission to empower every person and every organization on the planet to achieve more.  As a global leader on the corporate team with a perspective across the Intelligent Cloud Infrastructure portfolio, you’ll be a critical and visible leader internally and externally and will have the opportunity to influence and work with many of the most senior leaders in the business.

We’re looking for an exceptional leader and cross-team collaborator to partner with stakeholders to optimize global Intelligent Cloud Infrastructure sales.  Primarily centered on the objective of meeting and exceeding our revenue and scorecard targets for Azure, Azure Stack, Windows Server, and System Center, this role includes owning global sales activation of priority monetizable scenarios, sales patterns analysis (deal inhibitors & sales enablers), issue resolution management and communication, business/product group alignment, and ultimately enabling our priority sales motions to compete and win.

 

As the Worldwide Intelligent Cloud – Infrastructure GTM Lead, you’ll partner closely with stakeholders including senior leaders in the Product Group, Business Group (BG), One Commercial Partner team, Customer Success, as well as Small, Medium, & Corporate (SMC) business units to shape & execute global Cloud Infrastructure sales & partner motions. 

Responsibilities

  • Business Critical Monetization Activation:  Proactively land & optimize sales and consumption account and opportunity activation strategies critical to Intelligent Cloud - Infrastructure monetization & customer data center transformation

 

  • Patterns & Practices:  Lead and drive development of scalable programmatic solution area opportunity activation resources at account and opportunity leveling targeting seller and partner landing guidance, customer acquisition, consumption growth, and relevant offerings/incentives
  • Business Expertise & Analytics:  On-demand insight & understanding of initiative landing & success metrics including sales and consumption impact and customer + partner experience
  • Insight-to-Action: Informed, validated, strategic execution planning for improved Intelligent Cloud Infrastructure field sales via best-in-class enablement and readiness efforts.
  • Closed Feedback Loop:  Facilitation and delivery of closed feedback loop with key executive sponsors and cross-organizational partners including Engineering, Product Marketing, WW STU/Customer Success, Inside Sales, OCP, Services (CSA)
  • Field Connection & Immersion: Establish field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council
  • Field Landing & Readiness:  Ensure successful rollout across the world to help land sales initiatives/readiness plans through small & medium + corporate business sales readiness channels.  Includes as appropriate engagement in virtual training, Executive meetings, field readiness events, etc…
  • Sales Effectiveness & Efficiency:  Optimization of Azure sales engagements focused on business growth and achievement of revenue/scorecard goals with demonstrated global impact.  
  • Best Practice Sharing:  Partner with internal stakeholders and business sponsors to maximize sales synergy via knowledge transfer and best practices sharing.

Qualifications

Qualifications include significant experience in Microsoft Infrastructure sales, partner, and channel management, preferably experience working across sales channels at Microsoft.  Strong understanding of the Microsoft segment, customer, partner, and services sales engines with demonstrated success in driving revenue growth in new business models. 

 

The candidate will have 7+yrs of experience in product sales and/or product marketing, should work autonomously, be results-driven, and demonstrate the ability to influence cross group agendas (including at an executive level) while driving non-reporting teams to perform.  Partner management, product marketing and/or field sales experience within Microsoft is a plus.  Candidate must be willing to take on big challenges with significant growth potential.  Most importantly, the candidate will be a strategic thinker able to identify opportunities and alternatives while influencing a large team to execute on them. BS/BA required; MS / MBA a plus. 

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