Director of Defense Marketing

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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources - including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment - Civilian, Defense, or intelligence community.ResponsibilitiesProduct Advocacy• Acts as the primary product and technical advocate, evangelizing across products within the Product Manager-owned portfolio and across the business. Leverages product and/or technical subject matter expertise as well as industry, market, and competitive knowledge to develop competitive strategy, position the value proposition, and tailor messaging to both internal (e.g., sales and marketing readiness) and external audiences (e.g., press, analysts, partners, user community, customers). Identifies and develops strategies to drive cross-selling scenarios and attach points across product/service area(s). Provides guidance to sales in customer engagements (e.g., resources and programs, best practices for scaling, change management, and deal coaching for segments), and counsels partner practice leads.
Business Management• Develops and executes business strategy and tracks the efficacy of plans across the business to drive sustainable growth within and beyond the boundaries of the fiscal year. Accepts accountability for revenue, scorecard metrics, and key performance indicators (KPIs) for the business. Identifies strategic priorities and drives alignment across the business to enable the team/stakeholders to deliver against priorities. Partners with relevant senior leadership team(s) to ensure alignment with area/subsidiary goals and drive business priorities (either end to end or within the context of a business). Actively leads and engages with all stakeholders across the area/subsidiary for One Microsoft orchestration. Defines and leads the execution of rhythm of the business cadence and metrics to gather feedback and enable field performance. Leads regular cadence of connections with corporate (e.g., global sales, marketing, and operations [GSMO], the business group, engineering) to execute strategic planning. Acts as the primary representative from the field, sharing insights back to the business (e.g., business group, finance, engineering teams) on execution, performance, and trends within the area/subsidiary, and anticipates changing priorities. Consolidates insights to succinctly summarize the business for senior leadership. Utilizes insights on key aspects of the business and rigor of execution to drive business performance in the field, and contributes to the development of programs and tools to drive sales and marketing performance within or across areas/subsidiaries. Drives results and impact without significant support.
Go-to-Market (GTM) Strategy, Planning, and Delivery• Leads definition and orchestration of strategic go-to-market (GTM) plans across the business. Develops plans inclusive of marketing, field, consulting, customer success, and partner functions that support a One Microsoft approach to overall business strategy and execution. Partners with one commercial partner (OCP) to guide the development and execution of programs to recruit and enable partners to achieve target capacity and quality. Works collaboratively with internal partners to understand goals and metrics, and considers strategic cross-product/aggregate business metrics to develop and track the appropriate key performance indicators (KPIs) and scorecard metrics in order to understand performance, drive insights, and lead corrective measures to adapt GTM delivery. Orchestrates a rhythm of the business (ROB) that enables ongoing measurement of KPIs against revenue and scorecard targets. Aligns and monitors investment impact and growth opportunities across partners. Builds and lands growth plans. In partnership with the finance organization, develops competitive strategies to drive target market share gains. Leads a complex stakeholder map to drive the local product marketing growth strategy. Drives impact through correction of error initiatives where required, landed in partnership with the sales segments and broader area/subsidiary.QualificationsBasic 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.
• 10+ years of experience in Government Industry Marketing
• 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.
• 4+ years of people management experience

US Citizenship: The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.
Field Product Marketing IC5 - The typical base pay range for this role across the U.S. is USD $124,800 - $242,600 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 $159,000 - $264,000 per year.
Microsoft has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets (see below). The range above reflects the potential base pay across the U.S. for this role (except as noted below); the applicable base pay range will depend on what ultimately is determined to be the candidate's primary work location. Individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time.
At Microsoft certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role. Benefits/perks listed here may vary depending on the nature of employment with Microsoft and the country work location. U.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. U.S.-based employees also receive, per calendar year, up to 10 scheduled paid holidays, and up to 80 hours Holistic Health Time Off. Additionally, hourly/non-exempt employees accrue up to 120 hours paid vacation time, and salaried/exempt employees have Discretionary Time Off (DTO).
Our Commitment to Pay Equity
We are committed to the principle of pay equity - paying employees equitably for substantially similar work. To learn more about pay equity and our other commitments to increase representation and strengthen our culture of inclusion, check out our annual Diversity & Inclusion Report.
(https://www.microsoft.com/en-us/diversity/inside-microsoft/annual-report )
Understanding Roles at Microsoft
The top of this page displays the role for which the base pay ranges apply - Field Product Marketing IC5.
The way we define roles includes two things: discipline (the type of work) and career stage (scope and complexity). The career stage has two parts - the first identifies whether the role is a manager (M), an individual contributor (IC), an admin-technician-retail (ATR) job, or an intern. The second part identifies the relative seniority of the role - a higher number (or later letter alphabetically in the case of ATR) indicates greater scope and complexity.
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Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.