EMEA GTM Manager – SDP NEW

Microsoft
Responsibilities (Text Only)

Business Leadership – Partners with EMEA Solution Plays GTMs to identify growth opportunities for end-to-end Cloud & AI solution plays, with an intentional focus on MACC accounts, high-propensity non-MACC accounts, and priority ISVs, specifically for Application modernization and Digital Sovereignty. Builds clear execution plans and maintains deep partnership with CSU for scale activation.

– Aligns, influences, and coaches sales teams, sales operations, and marketing teams on the nuances of the SDP, driving business rhythms and change management to convert strategic priorities into execution.

– Partners across Microsoft core teams to bring the voice of the field and co-design strategies and programs for SDP as needed.

– Identifies strategic positioning for Microsoft Cloud & AI platforms solutions versus competitors through thought leadership, product representation at key moments, events, and customer engagements.

– Develops a connected narrative integrating Cloud & AI solution plays, including Secure Migrate and Modernize, AI Apps and Agents, and Data Estate unification, to create an understandable customer journey.

– Maps market opportunities to white space, drives net new pipeline, accelerates pipeline, and ensures NNR sufficiency. Monitors pipeline to identify blockers and offers solutions for top opportunities.

– Understands regulatory contexts, legislative impacts, and EMEA-specific regulations.

Sales Enablement and Activation

– Champions Cloud & AI Platform Solution Plays, activating sales and marketing execution to maximize performance and share.

– Collaborates with GPS on local partner-led marketing strategies and demand generation, identifying growth-driving partners.

– Articulates and delivers a connected strategy for Microsoft Cloud & AI platforms and solutions.

– Educates and inspires sellers on programs, resources, and strategic support for acceleration.

– Shapes and influences strategic ECIF investments, utilizing Azure Accelerate and prioritizing CAF, with accountability for progress.

Product Advocacy

– Acts as the voice of the customer, partners, and field, providing thought leadership on competitive landscape, solution gaps, and sales trends.

– Builds organizational capability to gather insights, learnings, and blockers for leadership and sellers.

– Implements rhythms and tools to increase customer and partner-facing time for sellers.

– Contributes to broader GTM programs, ensuring they are effective for leadership.

– Activates leaders and managers on investments and resource optimization using data and analysis.

– Provides insights into EMEA rhythms such as VSU & RPR, identifying success factors and opportunities to scale.

Values and Culture

– Clarifies Cloud & AI Solutions priorities, contributing to team success.

– Demonstrates boundary-less leadership, pursuing right outcomes and inspiring others across Microsoft.

– Embodies Microsoft culture through contributions to the EMEA SE&O culture and supports team evolution to reach regional goals.

Qualifications (Text Only)

Minimum Qualifications:

• 8+ years in marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related fields.
• Good understanding of Azure, Cloud platforms, Gen AI marketplace, competition, solutions, partner ecosystem, market opportunities, and product experience relevant to Cloud & AI Platforms.
• OR equivalent experience.
• Proven senior-exec stakeholder management.
• Previous management experience.

Preferred Qualifications:

• 10+ years in marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related fields, with a bachelor’s degree in Business, Marketing, Computer Science, or related field, OR equivalent experience.
• 8+ years managing and expanding a product/solution portfolio, driving demand and pipeline within complex organizations.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration without regard to various protected characteristics. If you need assistance or a reasonable accommodation during the application process, please send a request via the Accommodation request form.