EMEA SE&O GTM Lead (Enterprise / Business Applications)

at  Microsoft

REQUIRED/MINIMUM QUALIFICATIONS (RQS/MQS)

• 12+ years sales or marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience.
• OR equivalent experience

ADDITIONAL OR PREFERRED QUALIFICATIONS (PQS)

• 12+ years Sales or marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor’s Degree in Business, Marketing, Computer Science, or related field
• OR equivalent experience.
• Knowledge of SMB segment is valued.
• Strong analytical skills are required.
• 8+ 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. .
• Cloud Platform. Understanding of Microsoft Cloud platform, or other public cloud platforms, including IaaS and PaaS technologies and how they translate into business impact.
• Competitive Landscape. Knowledge of B2B software solutions and competitor landscape for the Cloud Solution Area.
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
  Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations

THIS IS AN EMEA ROLE AND CAN BE BASED IN ANY EMEA LOCATION

The EMEA Enterprise GTM team plays an essential role in translating Microsoft’s Commercial Strategy to a localized, EMEA regional plan and drives operational excellence to achieve the greatest results possible. Our team drives cross-Region and cross-Area insights, creation of unified value propositions and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft EMEA to deliver business impact at scale across the Enterprise segment.
The EMEA Business Applications SMC GTM leader is a key player in Microsoft’s commercial strategy. They are responsible for translating the company’s global commercial strategy into a localized, EMEA regional plan. The GTM leader drives operational excellence and plays a primary role in enabling the Business Applications Solution Area business performance by driving a connected sales and marketing execution aligned to Solution Plays and Microsoft Customer Engagement Methodology (MCEM).
As the EMEA Business Applications Solution GTM leader, you will be responsible for driving rigor in the definition and orchestration of strategic go-to-market plans across Sales, Marketing and Partners functions and motions in the region and areas. Your role will support the One Microsoft approach to overall business strategy and execution in the Enterprise segment.
You support Regional leadership through revealing and pursuing long-range, whitespace growth opportunities and investment plans especially for new technologies like AI and translate this to various Industries and use cases. In addition, you keep track of progress against the agreed success criteria and performance metrics via an operational rhythm (e.g. EMEA Enterprise VSU) and report this out to Corporate and Regional leadership.
As member of the EMEA Sales Enablement & Operations team, you lead a virtual community of Area SE&O Enterprise Solution Leaders/Managers for your solution area, and foster a culture of best practice sharing and programmatic GTM execution across various geos. You will add value through sharing of best practices and driving programmatic execution on the most strategic elements of the Business Applications solution area you lead.

RESPONSIBILITIES

• Drive Business Applications GTM orchestration across Sales, Marketing and Partners functions
• Orchestrate cross EMEA investment alignment for the Business Applications Solution Area and corresponding Solution Plays, with the Integrated Marketing leads and Partner GTM leads, based on opportunity assessment and market dynamics, across Marketing & Partner funds, to maximize the impact in the market.
• Partners with Areas and EMEA functional teams to drive efficient GTM for aligned Solution Plays, identifying growth opportunities across EMEA markets and agree on execution plans.
• Collaborate with EMEA GPS for cross EMEA partner-led marketing strategies and demand generation that support solution play performance
• Advocates as the voice of the Customer, Partners and Sellers to provide thought leadership on competitive landscape, solution area gaps, sales trends, etc. to drive improvements on the GTM plan

Foster an active SE&O Business Applications Solution Community

• Actively identify GTM best practices from across the region and scale them into programmatic execution for the whole of the Region.
• Align, influence and coach Area teams to convert Regional strategic priorities into local execution

• Through direct connection of Areas with Microsoft Core teams, partner across all stakeholders to bring one EMEA voice and co-design strategy and programs.

Lead Sales Enablement for the Business Applications Solution Area

• Champion (New) Products and Solution Plays, driving introduction and enablement of new and current technologies.
• Lands and champions solution plays, activating connected sales and marketing execution in Enterprise to maximize performance and share in partnership with the Business Applications Sales Activation Leader
• Create EMEA unified horizontal or vertical value propositions for Solutions plays, that teams can leverage and execute on.
• Grow organization capability to drive true insights, learnings and blockers for leaders, managers, and sellers

• Business Performance Management

• • Through standardized rhythms and tools provide visibility into overall EMEA Solution area performance and in collaboration with Areas define common strategies to address. This is not an inspection led role, but one that will learn, support and help the areas to adapt as needed.
• Tracks the efficacy of plans across solution areas/countries to drive long-term sustainable growth for the business. Accepts end-to-end accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business.
• Support EMEA regional Leadership in end to end visibility of Solution performance and high-light critical insights and recommendations to be executed