Account Based Marketing Business Requirements Lead

Last updated 9 days ago
Location:Redmond, Washington
Job Type:Full Time

Microsoft’s Global Demand Center (GDC) team within the Cloud Marketing Group is leading the marketing transformation of Microsoft’s largest and fastest growing commercial businesses. Our always-on acquisition and nurture Global Engagement Programs (GEPs) are cross-segment targeting business and technical audiences across commercial businesses, including Azure, Microsoft 365, Teams, Dynamics 365, Power Platform, Project, Visio, Teams, Surface, Digital Transformation, AI, security, commercial industries, and education, with programs available in 42 markets and 30 languages. The GDC acquires millions of new contacts annually which can be nurtured into leads and sales recommendations. In addition to driving new demand, the GDC also accelerates usage and consumption through post-purchase Relationship Marketing (RM) that includes both nurture email and in-product reach for Microsoft 365, Azure, and Power Platform. Before interacting with traditional sales channels, Microsoft’s customers learn about products and services by engaging with our brand and products through digital and in-person experiences including advertising, web, social, events, product trials, sales, and partners. Through modern, digital marketing, the GDC team is optimizing and integrating these channels through advanced analytics and marketing automation. The GDC team is driving measurable business impact through globally scaled programs that are engineered and instrumented to create highly personalized and relevant experiences and content across the customer’s buying journey for our IT, developer, and line of business leader audiences.

In this role, you will be responsible for leading the synthesis of business strategy needs across segments and capabilities for business requirements development supporting Account Based Marketing objectives in the Global Demand Center. Account Based Marketing scope crosses segments, commercial businesses, and is globally executed through the centralized GDC team. This includes business strategy rationale and clarity and guidance on prioritization. Scope will range from marketing-supporting needs through lead flow/marketing signal scoring and treatment, reporting and analytics needs, and into seller tooling. You will lead the integration between ABM Marketing and ABM Sales channels needs within the ABM team and your key partners will be capabilities leaders in the organization who own of each functional domain and leading technical development. Your focus will be oriented around strategy and requirements to support dedicated Account Based Marketing sellers under a newly developed go-to-market motion.

This role requires strong business acumen, and being well versed in planning and project management are key to being successful in this role. You should be passionate about collaboration in a fast paced, high-performance and visible environment. Depth of experience in commercial marketing, product marketing, sales strategy, or sales operations will provide critical context and background for this role. Successful candidates excel at framing solutions to tough new problems in complex environments, the ability to create and drive clarity, as well as the ability to demonstrate leadership and influence across a diverse set of stakeholders. You should be excited at the prospect of taking new ideas and communicating them into clear concepts that allow others to prioritize requirements and capabilities. Problem solving and judgement in balancing tradeoffs will be core components of this role. Trust, teamwork, and operating with transparency are critical.


Responsibilities include:

Be the strategic interface across business owners and capability teams including tooling, models, analytics, reporting and data to land initiatives across solution areas and customer journey stages
Ensure business strategy components and goals are codified and woven through cross functional business requirements to drive prioritization of work efforts
Engage broadly with segment and account based marketing teams to frame, structure, and prioritize business objectives for biggest impact
Partner with capability owners to develop scalable, operational and system-supported practices and capabilities to enhance execution and long-term evolution of ABM motion
Partner with capability and technology team to develop and prioritize innovation roadmap and assess and pilot new solutions.
Synthesize and support the identification and deployment of best practices across a broad group of stakeholders
Drive the programmatic execution of prioritized capability workstreams in an agile manner to ensure no business disruption through the execution and landing
Enable stakeholders and leaders in prioritizing on the initiatives / workstreams / features / scenarios based on business value and business priorities
Report on risks and opportunities to senior business and technical leaders providing options for tradeoffs and sizing of impact
Partner with capabilities leads and ABM sales-segment leads in launch plans for new features
Identify opportunities for improving efficiencies and improved operations



  • 5 years of relevant work experience in commercial marketing, sales planning or business planning, or sales
  • Experience working with technical disciplines
  • Strong project management skills with proven track record of successfully managing multiple projects simultaneously
  • Excellent communication, inter-personal, and cross group collaboration skills
  • High attention to detail and ability to set and work within stringent deadlines
  • Creative thinking and ability to design and optimize new processes and solutions
  • Self-starter with a drive to succeed in a quickly changing business environment
  • Experience working with and communicating to Executive level managers
  • Comfort with high levels of ambiguity and proven ability to have impact & influence
  • College degree (MBA/Masters preferred)

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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