Partner GTM Manager - Cloud & AI at Microsoft

Tokyo, Tokyo, Japan -

Full Time

Start Date

Immediate

Expiry Date

22 Mar, 26

Salary

0.0

Posted On

22 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Partner Marketing, GTM Strategy, Ecosystem Marketing, Co-Sell, Seller Enablement, Cross-Functional Collaboration, Analytical Skills, Pipeline Management, Market Insights, Sales Enablement, Cloud Services, Azure, Performance Management, Communication Skills, Leadership, Problem Solving

Industry

Software Development

Description

Overview The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. As the Cloud & AI Partner GTM, you will translate solution play strategy into partner-ready go-to-market execution, embed partners consistently into the selling motion, and drive measurable improvements in partner-influenced pipeline creation, conversion, and revenue while working closely with PGs and engineering on service availability. You will focus on driving alignment across processes and tools, leading with a cross-solution approach to optimize pipelines, ensuring effective communication and flawless execution, and leveraging insights to drive data-driven decision-making. This role is critical to driving customer adoption at scale, driven by deep solution play domain, product truth, and partnerships with sales, marketing, operations, and sales excellence. We’re looking for a highly driven, motivated marketing or sales individual to join our Go-to-Market (GTM) team. This role requires someone who acts as a thought leader, tracks success criteria and performance metrics, works with emergent technology, creates alignment and action across teams, removes roadblocks, and simplifies complex concepts. This individual truly lives for big challenges. This opportunity will allow you to accelerate your career growth, develop deep business acumen, and hone your leadership skills. Responsibilities 1) Solution Play Planning & Evangelism Localize global solution play strategy to Asia market realities, identifying partner opportunities, market gaps, and required partner capacity (industry depth, technical capability, delivery scale). Define and maintain partner GTM objectives aligned to solution plays and partner monetization opportunities. Deliver commercially actionable market and partner insights to sharpen positioning, improve attach motions, and accelerate execution. 2) Partner & Seller Enablement Build and deliver structured readiness programs and field assets that drive partner inclusion through every stage of the sales cycle (from opportunity identification to close and expansion). Create repeatable enablement cadences (e.g., play clinics, office hours, partner pitch readiness) and measure adoption and impact. Drive field enablement for Microsoft Marketplace motions—improving awareness, usage, and demand generation to complement partner capacity. 3) Cross-Functional Collaboration Partner closely with GTM counterparts, partner teams, marketing, and technical leaders to deliver partner activation excellence and consistent landing in market. Co-develop and execute partner GTM offers aligned to solution play needs and priority industry scenarios. Establish a clear “operating handshake” across stakeholders (roles, workflows, escalation paths) to reduce friction and increase speed. Secure Corp support for worldwide programs for additional service availability, with special focus on partnering with Azure Engineering. Assess with all stakeholders required Azure services needed and elevate all options to accelerate deployment to respond to critical needs and provide business continuity for mission critical applications. 4) Performance Management Monitor partner pipeline velocity and conversion across sales stages; identify leakage points and drive corrective actions with stakeholders. Surface partner insights and sales blockers through established business rhythms (e.g., monthly/quarterly business reviews), including competitive learnings and recommendations. Track outcomes and continuously improve the partner motion through feedback loops and best-practice scaling across markets. Track availability and performance of Cloud & AI services (including partner services) against business cases and performance Measures of Success Increased partner contribution to pipeline generation and execution (as defined by regional targets). Improved partner pipeline win rates aligned to solution play objectives. Higher partner referral/signal conversion into pipeline and revenue, with stronger progression through sales stages. Qualifications Required Qualifications 6+ years in partner marketing, partner GTM, ecosystem marketing, partner programs, co-sell, seller enablement, or adjacent commercial roles with measurable business outcomes. Proven ability to translate strategy into execution—building scalable motions that improve pipeline creation, velocity, and conversion. Strong cross-functional influence and stakeholder management across sales, marketing, and partner organizations. Analytical rigor: comfort with pipeline metrics, funnel conversion, and turning insights into clear actions. Preferred Qualifications Experience with enterprise partner ecosystems and/or Marketplace go-to-market motions. Experience with Azure or Cloud services. Familiarity with Cloud & AI solution plays and industry storytelling. Experience operating across multiple Asia markets with strong cultural and communication agility. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. 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 requesting accommodations.

Responsibilities

The Partner GTM Manager will localize global solution play strategies for the Asia market, focusing on partner opportunities and market gaps. They will also build structured readiness programs and collaborate with cross-functional teams to ensure effective partner activation and execution.