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About the Role

The Sales Strategy and Enablement role accelerates customer acquisition and growth by partnering with Marketing, eCommerce, and the Global Small and Medium Business (GSMB) Autonomous Agents Experiences team to deliver high-quality customer experiences, drive demand generation, and promote collaboration grounded in diversity, wellbeing, and sustainability. This role drives operational and go-to-market excellence for Azure SMB sales teams, focusing on growth, innovation, AI, and improved demand-generation processes. It optimizes customer reach and delivers customer acquisition and revenue outcomes through sales performance analysis and stakeholder collaboration.

Responsibilities

Define and own the end-to-end Azure Direct growth strategy for no-seller-coverage customers, including clear plans, goals, deliverables, and timelines for each stakeholder organization.
Translate Azure consumption targets into a coherent, scalable roadmap that stakeholders can execute together, influencing teams to operate as one organization against a shared goal.
Proactively identify cross-team blockers, drive them to resolution, and measure effectiveness on a recurring basis.
Lead a Steering Committee of senior leaders, including Senior Directors and GMs, to report progress, realign priorities, and keep strategy and execution in sync through a clear cadence and metrics.
Partner with Marketing to ensure relationship marketing and campaigns generate qualified Azure Direct demand targeted to the right customer stage and growth trajectory.
Align marketing investment, messaging, and lead definitions to Azure consumption outcomes; close the loop between marketing-sourced demand and realized consumption.
Partner with GSMB Autonomous Agents Experiences and eCommerce to activate agentic and in-product experiences that increase customer engagement and accelerate Azure consumption at scale.
Influence the evolution of internal AI-driven engagement capabilities — defining the use cases, signals, and customer journeys that drive measurable consumption lift.
Champion automated, digital-first motions that extend reach into segments where no direct seller exists.
Partner with Analytics and Finance teams to get the reporting required to develop actionable insights and measure performance (e.g., cohort analyses, growth paths, A/B tests, etc).
Report the key metrics that show Azure Direct health — demand quality, activation rates, engagement, consumption, and growth — and surface insights to senior stakeholders.
Use propensity and product-usage signals to prioritize customers, refine plays, and reallocate effort toward the highest-return opportunities.
Drive continuous improvement by regular alignment with stakeholders.

Requirements

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 Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
2+ years of recent experience working on Marketing & Sales best practices to drive customer acquisition and growth at scale.
Demonstrated understanding of the Azure business model and cloud consumption drivers (consumption-based revenue, customer lifecycle, propensity-to-consume dynamics).
Proven ability to design and execute go-to-market or growth strategies at scale, with measurable business outcomes.
Experience operating a Rhythm of Business and performance-management cadence — setting targets, instrumenting metrics, and driving accountability.
Demonstrated ability to influence and align cross-functional stakeholders around a shared strategy, driving results in complex environments without direct authority.
Experience with digital, scaled, or no-seller-coverage sales motions (digital sales, customer success at scale, lifecycle / growth marketing).
Familiarity with AI-driven or agentic customer-engagement platforms and in-product experiences.
Background partnering closely with Marketing (relationship / demand marketing) and product / engineering teams.
Working knowledge of the SMB segment.
Data fluency — comfortable using consumption, propensity, and engagement signals to drive decisions.
Management Consulting experience and Master's degree (MBA or related) a plus.

Skills

Omnichannel marketing
Azure business model
Consumption drivers
Rhythm of Business
Performance management
Relationship marketing
Digital engines
Agentic outreach
In-product capabilities
AI-driven engagement capabilities
Automated, digital-first motions
Analytics
Finance
Consumption growth
Revenue growth
Demand quality
Activation rates
Engagement
Scale efficiency
Operational rigor
Forecasting
Performance reviews
Strategy-to-execution alignment

Experience Level

5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field
6+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
2+ years of recent experience working on Marketing & Sales best practices

Education Level

Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field
Master's degree (MBA or related) a plus

Salary/Compensations

USD $130,900 - $251,900 per year (U.S. typical base pay range)
USD $165,600 - $272,300 per year (San Francisco Bay area and New York City metropolitan area base pay range)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

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.

Equal Opportunity

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.