At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. By joining our Events, Studios & Communities (ESC) team, you can play an important role in this mission. We are looking for a senior sales and marketing professional with direct experience in channel/partner sales, partner marketing, experiential/digital marketing, content development, and sales operations who can foster and develop long-term sponsor and business development relationships.
Your focus will be on developing core sponsorship strategies, including, but not limited to, event monetization, business development, sponsor experience, event “network” media sales and marketing, and digital/in-person sponsorship integration and expansion. You will oversee the development of sponsorship packages, pricing, and selling propositions that will deliver against revenue targets and ensure delivery of partner business objectives and expectations. And, you will ensure continuous evolution of the ESC event portfolio sales operating model, including cross-sell, upsell, and attach motions, optimized for attendee experience and high-margin sponsorship revenue. In addition, this role will also play a central position in helping to support our Microsoft account teams and partners as they go to market and ask for our expertise in showcasing how we do events at Microsoft and assisting them in their sales process to secure business.
Responsibilities
Responsible for executing end-to-end sponsorship sales, marketing, and fulfillment aligned with Microsoft’s commercial operating model and partner priorities.
Develops multi-year strategic revenue growth plan with resilience to adapt to changing global macro trends and business conditions, while managing the sponsorship program end-to-end to deliver Microsoft ESC sales and profitability targets.
Drives quota setting, portfolio and event forecasting, win/loss reporting, and acts as point-of-contact representing sponsorship in the ESC ROB and other key stakeholder business reviews.
Manages day-to-day activities and readiness of the Sponsorship Sales & Services agency, inclusive of executive-level partner engagements and escalation resolution—as well as alignment and integration with ESC workstreams, content stakeholders, GPS sales/marketing, and field marketing teams.
Responsible for sponsor content operating model that is optimized for authentic event integration and aligned to event narrative and themes—strategic approach ensures delivery of sponsor value and high partner service levels across digital, hybrid, and in-person events.
Responsible for sponsor content development and directs partner content/media management across events, delivering an excellent partner experience. Directs sponsors’ overall presence in digital and in-person venues, network/interstitial programming, website, email, and social sponsor fulfillment. Provides business requirements for sales and deliverables tools and technologies.
Responsible for event business development strategies and close collaboration with GPS and industry account teams to deliver against specific event-oriented opportunities that are aligned with all-up Microsoft account plans.
Builds trusted advisor relationships with assigned accounts, delivers consistent event value propositions, and drives account satisfaction as measured by sponsor feedback and re-sign rates.
Responsible for all pre- and post-event account communications, including sales presentations, custom proposals, event updates, and partner impact reports. Drives sponsor demand gen and sales campaigns.
In collaboration with WWM&O, drives field enablement, readiness, and governance of global sponsorship programs, sponsorship policies and compliance, and sales practices.
Ensures all cost of sales and sponsorship COGS align to forecasted spend and ensure strict compliance to Microsoft business standards in vendor and agency contracts and execution.
Ensures consistent account service excellence, sponsor event success, and policy compliance across the event portfolio.
Communicates progress and opportunities through weekly, monthly, and quarterly business reviews.
5+ years of experience in senior tech-industry partner/channel sales and marketing, sales enablement, or similar discipline
5+ years of experience in global content development and delivery, digital publishing, and/or online advertising
Experience in conference learning and/or business events in a large corporate environment is preferred
Demonstrated ability to orchestrate and manage large matrixed virtual teams and complex budgets
Excellent oral, written and interpersonal communication skills and attention to detail
Demonstrated ability to work under tight deadlines and successfully manage multiple work streams
