Chief Revenue Officer (CRO) Sales & Marketing for Microsoft Focused Cybersecurity Firm

Own go-to-market (GTM) strategy, brand positioning, demand generation, partnerships, pricing/packaging, and overall bookings across all lines of business. Scale pipeline for DIB/CMMC offerings, expand managed services ARR, grow the Microsoft GCC High licensing business, and orchestrate partner-led revenue streams. You’re both a strategist and a builder – able to architect the GTM plan and also run the forecast, funnel, and field operations day-to-day.What you’ll own:GTM & Pipeline Generation:Build inbound and outbound demand (ABM campaigns, field events, digital marketing) targeting DIB/CMMC buyers (both prime contractors and subcontractors).Define ideal customer profiles and market segments; launch repeatable sales motions for fixed-price enablement projects and subscription managed services.Sales Leadership:Lead new-business sales and account growth teams, instituting rigorous qualification processes and deal review cadences.Drive federal/DIB capture efforts; ensure proposal/SOW quality aligns with deliverable scope and target margins.Product, Pricing & Packaging:Publish tiered service catalogs with clear value metrics and attach strategies to drive upsell/cross-sell.Own Microsoft GCC High Licensing revenue (including co-sell motions, CSP renewals, and service attachments).Launch bundled “Complementary Partner Services” offerings to increase ACV and win rates.Partner Ecosystem & Alliances:Deepen our Microsoft alliance (co-sell programs, marketplace listings, MDF funding) and scale partner-led pipeline through alliances (GRC providers, IR firms, penetration testers, etc.).Create partner scorecards, incentives, and joint go-to-market plans to drive mutual success.Revenue Operations & Forecasting (RevOps):Own CRM hygiene, pipeline coverage math, forecast accuracy, and BI dashboards from lead to cash.Align sales compensation plans to margin-aware growth objectives; define clean handoffs to the COO for seamless delivery execution.Brand & Marketing:Shape the narrative around CMMC in the DIB market through thought leadership content, case studies, webinars, events, and analyst/press engagement.Build a high-performing marketing engine encompassing demand generation, product marketing, and partner marketing functions.