The Sales Enablement & Operations (SE&O) team is the strategic engine that translates Microsoft’s commercial strategy into field execution. Our Americas team drives cross-subsidiary operational excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. As part of this mission, the **Director, Segment Go-To-Market Management, Federal and Defense Industrial Base - Account Team Unit** plays a critical role in driving business impact by operationalizing Go to Market (GTM) strategies down to the specialized needs and opportunities within select sales operating units (OUs). The Account Team Unit (ATU) Sales Enablement team accelerates revenue growth, boosts field agility, and delivers results by deepening our partnership with key stakeholders across our Americas ATU, Sale Excellence, and Commercial Executives. We focus on leading with a cross-solution approach, ensuring effective communication, alignment of tools and processes, and flawless execution while leveraging insights to drive data-driven decision-making. We are looking to hire a **Director, Segment Go-To-Market Management, Federal and Defense Industrial Base - Account Team Unit** to provide direct Go-to-market enablement for account team units within the US Federal and US Defense & Industrial Base operating units, ensuring strategic industry alignment and support, and working with them to achieve their revenue targets. This individual contributor role is ideal for someone who thrives in a fast-paced, matrixed environment and is passionate about enabling field success through effective interpersonal relationships, data-driven execution, and deep empathy with our sellers and customers. This role requires acting as a thought leader and strategic partner to the field, innovating new ways to enable the strongest business performance. Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission. **Responsibilities** + Translate global GTM strategies into field execution plans, ensuring alignment with Corp, SE&O, and ATU for consistent messaging. + Develop enablement content and tactics to support field sellers in delivering cross-solution conversations, hero use cases, and solution plays, partnering with teams across SE&O and WorldWide to ensure alignment with business priorities. + Use data to identify performance gaps at the OU level, collaborating with field leaders to inform decision-making and drive revenue growth and territory attainment. + Facilitate program adoption by coaching sellers, tracking metrics, streamlining processes and tools, and providing feedback as a liaison and voice of the field. + Manage RoB activities like pipeline reviews, business updates, and planning sessions to ensure stakeholder alignment and accountability. + Drive cross collaboration through close partnership with solution segment peers and shared stakeholders in the OU. + Share successful GTM approaches and best practices to build repeatable frameworks for wider adoption. + **Other** + Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture) **Qualifications** **Required Qualifications** + 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience. + 5+ years of enterprise sales excellence or Go To Market manager experience with ANY combination of the following: + 1) driving sales planning, execution governance, and performance management through data-driven insights, sales rhythms, and operational rigor. + 2) driving sales enablement to include but not limited to field marketing, product/program/segment GTM, or similar. + 5+ years of enterprise experience with ANY combination of the following: create and orchestrate strategic go-to-market plans; build, develop, and execute sales enablement strategy; drive marketing and partner programs; product marketing; business planning; product management; customer and market analysis; Go-to-Market strategy and execution; end-to-end customer journey, competitive market analysis and positioning; organize and drive product roadmaps; develop insights from market research; or related. + 4+ years experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization. **Other Requirements:** Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include, but are not limited to the following specialized security screenings: + **Microsoft Cloud Background Check:** This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter. + **Citizenship & Citizenship Verification:** This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport. **Preferred or Additional Qualifications** + Microsoft field sales experience OR experience in a sales support role with knowledge of enterprise sales, Microsoft Customer Engagement Methodolody (MCEM), and Microsoft Customer and Partner Solutions (MCAPS) org. + Demonstrates customer focus, strategic thinking and analytical skills. + Effective communication, time management, and stakeholder management skills. + Understanding of Microsoft product portfolio, cloud platform, and competitor public cloud platforms or related. + Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs + Demonstrated ability to manage ROB processes and deliver operational insights. Field Product Marketing IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay Microsoft will accept applications for the role until July 17, 2025. \#SEO #MCAPSA 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) .