GCR Security Solutions Business Development Lead
2 months ago
About the Role
The Sales Enablement & Operations (SE&O) team plays a pivotal role in translating Microsoft's Commercial Strategy into a local execution plan, driving operational excellence to achieve the greatest results possible. Our team drives cross-company, 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.
Key Responsibilities
- Product Advocacy: Leverage credibility and expertise to act as the executive-level Microsoft Security advocate and evangelist, providing global thought leadership and driving impact across solution areas and/or countries. Maintain a deep understanding of customer scenarios and evangelize the product portfolio internally and externally. Land differentiated value propositions and create compelling, localized content (to-customer and to/thru-partner) and integrate with all subsidiary marketing activities. Drive seller usage of Security solution plays and BOM to bring high-value customer engagement scenarios to life. Develop local customer evidence & reference cases, partnering with field and partners.
- Business Management: Develop and orchestrate the execution of business strategy. Track the efficacy of plans to drive long-term sustainable growth for the business. Accept end-to-end accountability for revenue, scorecard metrics, and key performance indicators. Identify strategic priorities to drive impact that changes company strategy, programs, or initiatives. Take a One Microsoft approach to partnership across peers and senior leadership to ensure alignment and drive business impact worldwide. Lead the 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-subsidiary 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. Build and land short- and long-term growth plans, including competitive strategies to drive target market share gains across solution areas.
- Field Enablement: Ensure GTM Leads and field communities have the leadership and enablement needed to run the business locally. Serve as the primary orchestrator between corporate and the field and ensure field and corporate leadership are aligned on business results and actions to take. Define the advisory/direction roles for BG Leads in the field. Provide thought leadership and ensure BG Leads and/or subsidiary PMMs can equip channels and sellers with the knowledge and resources to sell. Strategically activate the partner ecosystem to enable and drive results. Identify failure points and orchestrate resources to mitigate. Act as the voice of the field by ensuring timely updates/feedback to Corp on product marketing and campaign execution in subsidiary. Bring local market insights to quarterly reviews, connection meetings, and other Corp meetings as appropriate.
- Business Development: Drive area/subsidiary leadership through revealing and pursuing long-range white-space growth opportunities and investment plans, including geographical expansion. Cross-reference opportunities within the market with the area/subsidiary's capabilities in order to develop strategies that maximize performance across the business. Drive 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).
About Microsoft
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.
Qualifications
Bachelor's Degree in Marketing, Computer Science, Business, or related field AND 8+ years of experience in business. OR Master's Degree in Marketing, Computer Science, Business, or related field AND 6+ years of experience in business. OR equivalent experience. 6+ years of people management experience.
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