AI Business Solutions (ABS) Segment Go-to-Market Manager (GTMM)

Job Description

Senior Go-to-Market Manager, AI Business Solutions | Microsoft

The Tone:
This is a full-time role at Microsoft, located in Brazil, preferably in or near Sao Paulo. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. This role is crucial for connecting Microsoft’s global priorities with local market execution for AI Business Solutions in Brazil, driving business health and accelerating revenue growth, usage, adoption, and market share. It focuses on translating strategy into action and enabling exceptional field execution.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: In-person, Brazil (São Paulo)

• Team: Sales Enablement & Operations (SE&O)
• Mission: To connect global AI Business Solutions priorities with local market execution in Brazil, driving revenue growth, usage, adoption, and market share.

What You’ll Actually Do
• Business Strategy: Lead the Operating Unit (OU) business plan, aligning local priorities to regional and global objectives and translating strategy into measurable execution plans.
• GTM Orchestration: Orchestrate Go-to-Market strategy across sales, marketing, partner, customer success, consulting, and engineering teams to drive acquisition, expansion, and adoption.
• Performance Management: Own Operating Unit business health across revenue, usage, adoption, pipeline, and market share by leading reviews, scorecards, and KPI tracking.
• Field Enablement: Equip sellers with the plays, insights, investments, and guidance needed to achieve business goals and strengthen readiness and execution.
• Market Insights: Translate field, customer, partner, seller, competitive, and market insights into clear recommendations to improve programs and GTM motions.

The Must-Haves
• Background: Manager level, with core domain knowledge in marketing strategy, business planning, sales enablement, business development, technical pre-sales, or related work experience, combined with an understanding of the Brazilian marketplace, government, culture, and primary industries.
• Experience: 8+ years of experience in marketing strategy, business planning, sales enablement, business development, or technical pre-sales, OR related work experience; AND 5+ years of experience in sales, Go-to-Market strategy, business management, product or field marketing, operations, or consulting. Demonstrated experience building and executing business plans that deliver measurable outcomes.
• Skills: Analytical rigor, effective communication, executive presentation abilities, strong stakeholder management, cross-functional leadership, fluency in Portuguese, and fluency in English.
• Bonus: Experience in enterprise software, cloud, AI, data, business applications, security, or digital transformation; experience as a sales professional in a field-based sales organization; experience managing business performance frameworks, scorecards, and executive business reviews; solid understanding of pipeline management, sales excellence, customer adoption, and change management; experience working across global and regional matrixed organizations; knowledge or experience of primary Brazilian industries including Public Sector/Government, Oil & Gas, Financial Services, and Retail.