Job description

Overview Strategic. Creative. Enthusiastic. Tenacious. Driven to win. The Sales Enablement & Operations (SE&O) Cloud & AI Platform (CAIP) Programs team enables Americas field teams to drive revenue, usage, and customer outcomes through localized scale programs across pre-sales, post-sales, customer experience, readiness, and business transformation motions. Our team works cross-region, cross-area, and cross-subsidiary to uncover insights, bring strategy and priorities to life, and accelerate execution so Microsoft can deliver business impact at scale. We partner deeply with field sales, customer success, partner, marketing, operations, and worldwide program teams to align priorities, optimize pipeline, improve field agility, and turn strategy into repeatable execution. We are looking to hire a Go-To-Market Director, Cloud & AI Platform (CAIP) Programs to join our team in this individual contributor role, responsible for landing, operationalizing, and scaling priority CAIP programs across the Americas. This role serves as a trusted program subject matter expert, a connector across global and field stakeholders, and a driver of insights, orchestration, and execution excellence. The successful candidate will translate business priorities into clear field motions, identify opportunities and blockers, and help deliver better customer and business outcomes within and beyond the fiscal year. CAIP Programs roles are fast paced, challenging, and highly rewarding. They require broad knowledge of Microsoft commercial priorities, CAIP go-to-market motions, sales processes, field needs, and customer outcomes. This role requires a self-starter who can create clarity in ambiguity, build strong partnerships, and drive measurable business impact while modeling Microsoft values of respect, integrity, accountability, inclusion, and growth mindset. 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. Responsibilities Core Role Accountabilities - Serve as the Americas program subject matter expert for assigned CAIP Programs motions, acting as a primary support resource for the field and key liaison to worldwide program teams. - Partner with worldwide counterparts to identify market trends, surface field insights, share best practices, and influence program design based on Americas customer and seller needs. - Engage an extended v-team across SE&O, sales, customer success, partners, marketing, support, operations, and sales excellence to drive aligned orchestration, unblock execution, and improve program outcomes. - Translate strategy into concrete execution plans, seller guidance, enablement motions, and measurable success criteria. - Practice Microsoft principles, model inclusive collaboration, and contribute positively to team culture and D&I priorities. Drive Business Performance - Partner with Areas and Regions to identify growth opportunities, build clear execution plans, and connect priority programs to revenue, usage, pipeline, and customer success outcomes. - Align and influence field teams, sales operations, marketing plans, business rhythms, and change management activities to convert strategic priorities into local execution. - Surface business insights, risks, blockers, and opportunities to product, segment, and field GTM stakeholders, using data-driven decision-making to guide actions. - Support Americas rhythm-of-business cadences, including scrum calls, business reviews, executive updates, and community learning days. - Monitor performance metrics, inspect progress against success criteria, and recommend actions that improve program effectiveness and sustainable growth. GTM Strategy, Planning, and Delivery - Develop and land GTM plans with sales, customer success, partner, marketing, consulting, and operations teams to support a One Microsoft approach to business strategy and execution. - Align solution plays, scale programs, investments, and enablement with Area capability and business priorities. - Leverage global best practices and local field feedback to continuously improve program landing, adoption, and repeatability. - Contribute to cross-functional v-teams and strategic initiatives that extend beyond direct program ownership when needed to drive broader Americas impact. Exemplify Microsoft Values, Culture, and Leadership Principles - Create clarity by building shared understanding, framing decisions, and establishing a clear course of action in ambiguous or fast-changing environments. - Act as a boundaryless leader who builds trust, influences without authority, and pursues the right outcomes for customers, the field, and Microsoft. - Share best practices proactively, seek learning from others, and contribute to an inclusive, high-performing team culture. - Manage confidential information with discretion and without exception. Other • Embody our culture and values Qualifications Required/Minimum Qualifications • 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience. Additional or Preferred Qualifications • 12+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience AND Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience. • 8+ 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. • Experience managing or expanding a product, solution, or program portfolio and driving demand generation, pipeline acceleration, usage, or adoption outcomes within a complex multinational or matrixed organization. • Field sales or field-facing program experience preferred. • Knowledge of business processes, sales cycles, sales execution rhythms, pipeline management, and financial forecasting. • Proven experience effecting change, driving business strategy, improving processes, and evangelizing programs across a broad stakeholder ecosystem. • Successful and consistent project management, time management, executive communication, and stakeholder management skills. • Demonstrated track record of meeting or exceeding established goals on a consistent basis. • Customer focus, strategic thinking, analytical strength, and the ability to balance global consistency with local market needs. • Ability to translate business strategy into concrete field actions, enablement, marketing, sales motions, and change-management initiatives that drive impact at scale. • Excellent business judgment across sales, marketing, finance, operations, strategy, and customer success, with the ability to navigate complex business challenges. • Proficient analytical thinking, insight generation, and data-driven decision-making skills, with the ability to translate data and insights into actionable recommendations. • Impact-focused problem solver with strong structured execution skills, able to unblock challenges, improve processes, and address complex customer and field needs in fast-paced, ambiguous environments. • Proven ability to build valued business partnerships and drive results through cross-functional orchestration, stakeholder engagement, and collaboration within a complex matrixed organization. • Demonstrated ability to execute inclusively and at scale, bringing self-awareness, adaptability, and a commitment to inclusive collaboration and Microsoft values. 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: careers.microsoft.com This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Requirements

Must-haves

Core Role Accountabilities
Serve as the Americas program subject matter expert for assigned CAIP Programs motions, acting as a primary support resource for the field and key liaison to worldwide program teams.
Partner with worldwide counterparts to identify market trends, surface field insights, share best practices, and influence program design based on Americas customer and seller needs.
Engage an extended v-team across SE&O, sales, customer success, partners, marketing, support, operations, and sales excellence to drive aligned orchestration, unblock execution, and improve program outcomes.
Translate strategy into concrete execution plans, seller guidance, enablement motions, and measurable success criteria.
Practice Microsoft principles, model inclusive collaboration, and contribute positively to team culture and D&I priorities.
Drive Business Performance
Partner with Areas and Regions to identify growth opportunities, build clear execution plans, and connect priority programs to revenue, usage, pipeline, and customer success outcomes.
Align and influence field teams, sales operations, marketing plans, business rhythms, and change management activities to convert strategic priorities into local execution.
Surface business insights, risks, blockers, and opportunities to product, segment, and field GTM stakeholders, using data-driven decision-making to guide actions.
Support Americas rhythm-of-business cadences, including scrum calls, business reviews, executive updates, and community learning days.
Monitor performance metrics, inspect progress against success criteria, and recommend actions that improve program effectiveness and sustainable growth.
GTM Strategy, Planning, and Delivery
Develop and land GTM plans with sales, customer success, partner, marketing, consulting, and operations teams to support a One Microsoft approach to business strategy and execution.
Align solution plays, scale programs, investments, and enablement with Area capability and business priorities.
Leverage global best practices and local field feedback to continuously improve program landing, adoption, and repeatability.
Contribute to cross-functional v-teams and strategic initiatives that extend beyond direct program ownership when needed to drive broader Americas impact.
Exemplify Microsoft Values, Culture, and Leadership Principles
Create clarity by building shared understanding, framing decisions, and establishing a clear course of action in ambiguous or fast-changing environments.
Act as a boundaryless leader who builds trust, influences without authority, and pursues the right outcomes for customers, the field, and Microsoft.
Share best practices proactively, seek learning from others, and contribute to an inclusive, high-performing team culture.
Manage confidential information with discretion and without exception.

Nice-to-haves

Additional or Preferred Qualifications
Field sales or field-facing program experience preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigoscrum

Platform: eightfold
Effort: medium