Enable America Jobs

The Sales Enablement & Operations (SE&O) team plays an essential role translating Microsoft’s Commercial Strategy to a local execution plan, enable sellers to maximize their potential and driving operational excellence to achieve the greatest results possible. Our team drive cross-functional and cross-Subsidiary execution excellence with robust insight generating capabilities that support continuous improvement, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. It’s an exciting time to join Microsoft and the SE&O team!

We are looking for a highly-driven strategic executive to lead the Modern Work GTM and Enablement team with the support of a team of field GTM Managers; and has experience in planning, execution and being the face of the business in front of our Commercial sellers. You will play a leadership role in the Greater China region area, with end-to-end accountability for key metrics that indicate the health & success of the business. You will be the ambassador for the Commercial Solutions in Greater China Region and are responsible for developing

and managing modern marketing initiatives and corresponding investments. In this role, you will coach your team to dive deep into the Modern Work stack of products, go-to-market strategies, competitive landscape and business opportunity as well as directly influence audience segmentation and disrupt purchasing behaviors. This role is flexible in that you can work up to 50% from home.

This is a highly visible role that is expected to own the Modern Work go-to-market in the GCR area, and track and drive insights around business outcomes to maximize seller efficacy. You will develop and own strategy creation and will represent the business to Area and China/Hong Kong/Taiwan leaders. You will also drive cross team and cross-functional initiatives in partnership with Finance, Central Marketing, Sales, Engineering and Partners, often beyond the scope of your primary responsibilities.

Responsibilities

• Product Advocacy - Leverage credibility and expertise to act as the executive-level Microsoft Modern Work advocate and Chief evangelist, providing global thought leadership and driving impact across solution areas. Maintain deep understanding of customer buying and usage scenarios and evangelize new ways of storytelling. Influence and land differentiated value proposition and create compelling, localized content (to-customer and to/thru-partner) and integrate with all subsidiary marketing activities. Drive your team to be a trusted advisor for the Sales org so sellers understand and use Modern Work solution plays and BOM to bring high value customer engagement scenarios to life. Develop local customer evidence & reference cases, partnering with sales and central marketing.

• Field Enablement - Ensure field communities have the support and readiness needed to run the business in their patch. Serve as the primary orchestrator between corporate and the field and ensure leadership is aligned on business results and plan of actions to take. Provide thought leadership and ensure Product Marketing Managers can equip channels and sellers with the knowledge and resources to sell. Activate the strategic partner ecosystem to enable and drive results. Identify failure points and orchestrate resources to mitigate. Act as the voice of the field with Corp by ensuring timely updates/feedback to stakeholders on product marketing and campaign execution in subsidiary. Bring local market insights to quarterly reviews, connection meetings, and other business meetings as appropriate.

• Business Management - Develop and orchestrate 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. Take a One Microsoft approach to partnership across peers and senior leadership to ensure alignment and drive business impact. Represent the outcomes of your business providing context and insight into the results in Rhythm of Business meetings, as well as monthly and quarterly business reviews.

• Go to Market Strategy, Planning, and Delivery – Responsible for leading and orchestrating marketing plans supporting Microsoft Modern Work initiatives. Create marketing plans and lead investment decisions for customer wins across a portfolio of initiatives. Actively engage cross-segment and cross-subsidiary to align and influence marketing campaigns investment decisions. Grow capabilities in Partner ecosystem with Global Partner Solutions team. Ensure the Central Marketing Organization’s integrated marketing plans are aligned to Modern Work business objectives. Build and land short and long-term competitive strategies to drive market share gains across the Modern Work stack.

• Business Development - Drive area/subsidiary leadership through revealing and pursuing long-range 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 stakeholders to operationalize strategic plan and oversee implementation in line with area-specific requirements (e.g., local regulatory compliance/programs).

• People development & leadership – Hire, develop and maintain a team of high-performing GTM Managers and facilitate connections with the field Solutions sales teams and Customer Success teams. Lead and model a diverse and inclusive customer-centric culture; as well as cross-sub GTM orchestration and coaching. Ensure GTM Managers understand their charter and feel invested in the company to successfully lead enablement for sellers. Evangelize and coach GTMMs to use LXP data to inform account targeting plans combined with marketing investments/strategies for sellers to execute.

Qualifications

Required Experiences

• 15+ years of experience in business strategy, consulting, business development, technical sales and/or marketing strategy.

• Direct experience selling or marketing SaaS cloud products in Commercial or Public Sector segments driving revenue generation or workload consumption augmentation.

• A proven track record of owning business topline metrics and delivering tangible business results.

• 10+ years of experience in creating and driving programs/businesses in the field required.

• 5+ years people management experience developing and coaching talent.

• Experience presenting to C-level leaders at customer accounts

• Exceptionally strong communication & interpersonal skills.

• Strong analytical skills to analyze financial business performance, identify market trends to proactively discover opportunities and develop useful insights from data.

• Ability and high comfort degree to handle and thrive in ambiguous business situations.

• This role is based in China and might require some domestic and international travel.

• Proficient level in English

Preferred Qualifications:

• MBA Preferred.

• Knowledge of the Productivity cloud business and competitor landscape.

• Adaptable and flexible to change course without disruption.

• Proven record of driving storytelling and creating clarity with customers.

• Strong core marketing communications skills & experience.

• Strong financial and analytical skills & 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .