Director, Segment Go-To-Market Management, LATAM Region - Account Team Unit

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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, LATAM Region - 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, LATAM Region - Account Team Unit to provide direct Go-to-market enablement for account team units across the Microsoft LATAM region to include Brazil and Mexico, Central, Caribbean, and South America (MCSA), 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.

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.

• Business level fluency to read, write and speak English

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.

#SEO

#MCAPSA

• 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 and Values