SE&O Asia Security GTM Manager

at  Microsoft

The Microsoft Asia regional Sales Enablement and Operations Organization (SE&O) is seeking a strategic, tenacious, and driven Business Leader to take on a pivotal role in promoting Security solutions as the leading choice for customers’ and partners’ security transformations.
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. The regional SE&O team in Asia serves as a crucial link between Microsoft’s Commercial Strategy and its localized execution, driving operational excellence and accelerating the pace of customer’s transformation.
You will be a key partner of Area counterparts, such as sales, marketing, partner, customer success, skilling, finance, services, and audience engagement. You will ensure that the execution of the Security Solutions go-to-market plan is aligned across the entire Asia region, based on the corporate Security solutions priorities. You will provide data and insights to support and drive effective business prioritization and decision-making for the Security business in Asia.
Security has never been more top of mind for governments and businesses than now, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.
Microsoft Security, Compliance, Identity, Management and Privacy is a key growth area for the business. We’re looking for a highly driven, motivated GTM Manager to join our Asia SE&O Security Go-to-Market (GTM) team. As the Go-To-Market Manager you will understand, orchestrate, and influence customer campaigns and marketing activities, and deliver product, solutions, and customer campaign feedback to the business. You will align the content, timing, and delivery of marketing messages and outreach to Microsoft’s customers and partners, working with marketing, partner, services, and sales to lead and execute the fiscal year Go-To-Market priorities by customer segment, minimizing ad-hoc and unintegrated customer and partner outreach. You will be responsible for building and landing multi-year growth plans to maximize the local market opportunity, and you will represent Microsoft Security
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize 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.

REQUIRED/MINIMUM QUALIFICATIONS (RQS/MQS)

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

ADDITIONAL OR PREFERRED QUALIFICATIONS (PQS)

• Cloud Platform. Understanding of the Microsoft Cloud platform, or other public cloud platforms, including IaaS and PaaS technologies and how they translate into business impact.
• Competitive Landscape. Knowledge of enterprise software solutions and cloud competitors landscape including AWS and GCP
• Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs
• Marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor’s Degree in Business, Marketing , or related field
• OR equivalent experience.
• Experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization.
  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

• Product Advocacy
• Acts as a primary product spokesperson and evangelist for Microsoft Security, Compliance, Identity, Management and Privacy. Leverages product, industry, market, and competitive knowledge as well as technical expertise to develop localized competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (i.e., partners and customers). Drive sales usage of readiness and resources (marketing resources, support materials) in customer engagements through our customer facing teams. Provide business objectives for integrated marketing plans. Develop local customer evidence partnering with field , partners & CMO.
• Business Management
• Owns accountability for key performance indicators. Plans and executes Asia business strategy in the highest priority areas and/or where the most impact can be made. Ensures alignment with area/subsidiary goals and business priorities. Considers relevant individual product-level portfolio share (i.e., compete), revenue and identifies insights that may impact marketing and business planning decision-making. Tracks the efficacy of plans to achieve growth targets. Aligns with the rhythm of the business (ROB) cadence with region & corporate to provide visibility and report data-driven insights on execution and performance in the area/ subsidiary. Leverages understanding of customer/partner pain points and identifies areas for adjustments or corrective action to drive greater impact. Adapts and cascades information based on changing priorities. Identifies and shares best practices to enable successful performance across groups.
• Go to Market Strategy, Planning, and Delivery
• Contributes to creation of strategic go-to-market plans, for initiatives across sales, marketing, consulting, customer success, and partner functions. Guides and supports GPS in recruiting and enabling partners to achieve target capacity and quality. Aligns with Area targets, and attainment strategies. Helps define and analyze key performance indicators (KPIs) to measure the success of the business. Supports a functional team in understanding and executing go-to-market strategy. Executes near-term growth plans and contributes to competitive strategies to drive target market share gains. Interacts with defined stakeholders to drive the local product marketing growth strategy. Assesses activity and impact across strategy plans.
• Field Enablement
• In collaboration with business partners (e.g., BSO, Finance), serves as an orchestrator between the Regional lead and the area/subsidiary to land sales programs with clarity, and ensure the channel and sellers are equipped with the knowledge, skills, and resources to sell. Executes packaged sales plays for sellers.
• Business Development
• Contributes to the definition and implementation of competitive strategy and white-space growth opportunities for sellers within a product line/segment. Supports three-horizon business development planning (e.g., short-, medium-, and long-term growth). Leverages understanding of unique regional market to support development of growth opportunities beyond the global model. Coordinates with key stakeholders to scale and pitch solutions to win market share.