The Sales Enablement & Operations (SE&O) Asia regional team plays an essential role in translating Microsoft’s Commercial Strategy to a regional execution plan and driving operational excellence through the prism of enabling consistency, agility, and accountability. Our team drives cross-functional 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.We are creating a Go To Market (GTM) Leader role in Asia to develop and execute the business strategy across our Security GTM regional function. As the Security GTM Leader, you will develop and execute business strategy and track the efficacy of plans across the business to drive sustainable growth within and beyond the boundaries of the fiscal year.Microsoft Security, Compliance, Identity, Management and Privacy is a key growth area for the business. As the Microsoft Security GTM Lead you will have end-to-end accountability for the Security business across Asia including planning, execution, and governance. You will translate Security strategy and objectives into clear, discrete and executable plans for your market, and compose an integrated business plan across sales, marketing, partners and customer engineering disciplines, working across multiple stakeholders to deliver the best customer and partner experiences possible. And finally, you will land these plans to realize revenue, growth, share and strategic market outcomes, and be the ambassador for Microsoft Security in the local market or area.Microsoft’s mission is to empower every person and every organisation 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.Responsibilities - Product Advocacy
- Leverages credibility and expertise to act as the executive-level Microsoft Security advocate and evangelist, providing global thought leadership and driving impact across Asia. Maintain deep understanding of customer scenarios and evangelize the product portfolio internally and externally. Land differentiated value proposition and create compelling, localized contents (to-customer and to/thru-partner) and integrate with all Area marketing activities. Drive seller usage of Security solution plays to bring high value customer engagement scenarios to life. Develop local customer evidence & reference cases, partnering with field and partners.
- Business Management
- Develops and orchestrates execution of business strategy. Tracks the efficacy of plans to drive long-term sustainable growth for the business. Accepts end-to-end accountability for revenue and key performance indicators. Identifies strategic priorities to drive impact that changes company strategy, programs, or initiatives. Takes a One Microsoft approach to partnership across peers and senior leadership to ensure alignment and drive business impact worldwide. Leads rhythm of the business cadence connections with corporate, sharing insights back to the business.
- Go to Market Strategy, Planning, and Delivery
- Responsible for leading and orchestrating marketing plans supporting Microsoft Security initiatives. Create marketing plans and campaign investment decisions, including targeting, for product marketing-owned campaigns and activities, partner with segment/channel teams to prioritize investment decisions for non-product-marketing owned activities. Actively engage cross-segment and cross-area in the One Microsoft orchestration (rationalized audience touches, coordinated offers, integrated marketing calendar, etc.). Grow capabilities and capacity in Partner ecosystem in partnership with GPS. Provide business objectives to CMO Integrated Marketing Managers who develop integrated marketing plans. Builds and lands short- and long-term growth plans, including competitive strategies to drive target market share gains across solution areas.
- Field Enablement
- Ensures BG Leads and field communities have the leadership and enablement needed to run the business locally. Serves as the primary orchestrator between corporate and the field and ensures field and corporate leadership are aligned on business results and actions to take. Defines the advisory/direction roles for BG Leads in the field. Provides thought leadership and ensures GTM Leads and/or GTMMs can equip channels and sellers with the knowledge and resources to sell. Strategically activates the partner ecosystem to enable and drive results. Identifies failure points and orchestrates resources to mitigate. Act as the voice of the field by ensuring timely updates/feedback to Core on product marketing and campaign execution across the region. Bring local market insights to quarterly reviews, connection meetings, and other Core meetings as appropriate.
- Business Development
- Drives region and area leadership through revealing and pursuing long-range white-space growth opportunities and investment plans, including geographical expansion. Cross-references opportunities within the market with the region/area capabilities in order to develop strategies that maximize performance across the business. Drives regular engagements with relevant executive stakeholders to develop and operationalize strategies and oversee implementation of cross-market solutions that drive strategic impact and increased market share, in line with area-specific service requirements (e.g., local regulatory compliance/programs).
Qualifications - Bachelor's Degree in Marketing, Computer Science, Business or related field AND 8+ years experience in business.
- OR Master's Degree in Marketing, Computer Science, Business or related field AND 6+ years experience in business.
- OR equivalent experience.
- 6+ years people management experience.
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.
