Overview
At Small, Medium Enterprises and Channel (SME&C), we are driving a step-change in how marketing fuels growth across the Small and Medium Business (SMB) segment—connecting strategy to execution, investments to measurable pipeline, and signals to revenue outcomes.
As we scale Cloud & AI and AI Business Solutions (AIBS) / Security growth, Marketing Excellence plays a critical role in ensuring clarity, alignment, and accountability across the end-to-end marketing engine. This includes prioritizing investments, improving signal quality, strengthening funnel performance, and enabling consistent execution across global and field teams.
The Marketing Excellence team serves as the connective tissue between SMB Product and Integrated Marketing, Go To Market (GTM), Sales Units, Direct Acquisition (E&E), and partner teams—ensuring strategy translates into execution and measurable business impact.
The **SMB Marketing Excellence Lead **is responsible for defining and landing SMB marketing strategy aligned to the Microsoft Customer Engagement Methodology (MCEM) journey. This role connects strategy, demand generation, signals, and funnel execution to deliver pipeline and revenue impact.
The role requires deep cross-functional leadership, working across marketing, sales, and partner teams to align priorities, optimize investments, and improve end-to-end conversion. It also serves as a key feedback loop—bringing insights from performance, sellers, and the field to continuously refine strategy and execution. Success in this role is defined by measurable improvements in pipeline generation, conversion, signal quality, and overall marketing Return on Investment (ROI).
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
**Strategy, Demand & Funnel Performance **
Set SMB marketing strategy and investment priorities aligned to business growth goals.
Own demand generation across Account-Based Marketing (ABM) and paid media, aligning targeting strategy to pipeline and revenue impact.
Establish end-to-end governance across signals, leads, and funnel progression with clear prioritization and accountability.
Optimize performance across channels to improve conversion, signal quality, and ROI.
**Customer, Content & Integrated Execution **
Partner with SMB Marketing to deliver integrated content, nurture journeys, and digital experiences that drive conversion.
Define retention strategy to reduce churn and expand customer lifetime value.
Align inbound, outbound, and partner motions into a cohesive SMB GTM approach.
**Field Activation & Partner Impact **
Lead seller-facing communication to ensure clarity on strategy, priorities, and activation.
Support SMB event strategy to drive executive engagement and pipeline impact.
Drive partner alignment and pilots to scale co-sell and co-marketing impact.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
- 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Additional or preferred qualifications
Experience collaborating in complex, global organizations and working with senior partners across marketing and sales
Experience partnering with field sales leadership, regional marketing leaders, and go‑to‑market teams to translate strategy into action.
Strong understanding of marketing investment management, ROI measurement, and performance tracking.
Experience leading or supporting large‑scale events, executive engagement, and demand generation programs.
Ability to influence without formal authority, build alignment, and create clarity in complex or evolving environments
Excellent communication skills with comfort presenting to senior leaders and enabling cross‑functional teams.
Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900.00 - $251,900.00 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 $165,600.00 - $272,300.00 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
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.**