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About the Role

This role is fundamentally about leading Japan's telecom customers and partners into the AI era. You will help operators transform how work gets done end to end, making AI a structural capability. The value created is measured in business outcomes like cycle time reduction, cost reduction, revenue leakage recovery, and faster concept to market.

Responsibilities

Leads business process transformation conversations grounded in TM Forum reference frameworks, identifying value leaks and designing target states aligned to ODA and GSMA Open Gateway standards.
Works with operators to reengineer core process domains end to end, identifying where AI, agents, and automation can collapse process steps and remove handoffs.
Connects process transformation to underlying architecture, including data foundations, OSS/BSS modernization, and API exposure.
Acts as a leading voice on autonomous networks, helping operators define ambition against TM Forum Autonomous Networks maturity levels and build a path toward higher autonomy.
Shapes opportunities across the autonomy stack, including closed loop assurance, intent based operations, and AI agents.
Helps customers address challenges in scaling autonomy, such as data quality, observability, guardrails, and human oversight.
Serves as a trusted advisor to operator executives on the implications of the AI era for their business, competitive advantage, and operating models.
Builds and evangelizes a forward-looking industry point of view, positioning operators as AI-enabled digital service providers.
Leads partners through the transition, working with systems integrators, network equipment vendors, and independent software vendors.
Represents Microsoft in industry bodies and standards communities, including TM Forum and GSMA, to build credibility and shape emerging standards.
Originates, shapes, and helps close large, complex, multi-year transformation deals involving significant customer commitment and executive sponsorship.
Constructs the commercial and business value narrative for pursuits, including outcome hypothesis, baseline, value at stake, phasing, and investment case.
Navigates long, non-linear pursuit cycles and consensus-driven Japanese enterprise decision-making, building coalitions and managing stakeholders.
Orchestrates the extended pursuit team into a coherent customer-facing motion, maintaining discipline on qualification, deal health, and forecasting.
Identifies customer needs, industry readiness, and business value opportunities across the telecom value chain.
Applies an outcomes-inward approach to shape market-making opportunities, starting with the customer outcome and working backward to requirements.
Identifies, advances, and scales high-impact Frontier AI scenarios for strategic accounts.
Serves as the telecommunications industry subject matter expert in account planning for Japan, engaging internal stakeholders and partners.
Drives stakeholder mapping to identify and influence key decision makers and creates multi-horizon roadmaps for impactful accounts.
Champions Forward Deployed Engineering, embedding with customers to co-build and productionize AI and agent solutions.
Actively identifies, originates, and qualifies Forward Deployed Engineering opportunities.
Partners closely with engineering crews throughout the engagement lifecycle and acts as an industry front door.
Collaborates with account teams, business strategy leads, and partner organizations to plan and execute customer opportunities.
Works across the Microsoft partner ecosystem to bring together capabilities that solve complex telecom business problems.
Proactively builds and maintains deep knowledge of the industry, including standards, market trends, and policy implications.
Leads communication across the ecosystem, providing feedback to sales, marketing, and engineering teams.
Advises and presents at industry and customer communities in Japan and across the region.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 15+ years customer facing experience in telecommunications, management consulting, consultative selling, technology, or industry relevant equivalent management or technical work experience; OR Master's Degree AND 13+ years such experience; OR equivalent experience.
Experience in a consultative sales, advisory, strategy, business development, transformation, or technology leadership capacity within the telecommunications industry or serving telecom clients.
Demonstrated experience shaping and closing large, complex, multi-year transformation deals with senior executive stakeholders.
Demonstrated experience in telecom business process transformation, with working knowledge of TM Forum frameworks.
Business level Japanese and professional working proficiency in English.

Skills

TM Forum frameworks (eTOM, SID, Open Digital Architecture, Open APIs)
GSMA Open Gateway network API standards
Autonomous networks
TM Forum Autonomous Networks maturity levels
AI
Cloud
Data
Security
Frontier AI
Automation
OSS/BSS modernization
API exposure
Network digital twins
AIOps for network operations
Intent based operations
Closed loop assurance
Telecommunications industry
Management consulting
Consultative selling
Business process transformation
Deal shaping
Account planning
Forward Deployed Engineering
Partner ecosystem leadership
Media and entertainment industry knowledge
Japanese telecommunications market
Regulatory environment navigation
Matrixed organization navigation

Location

Japan

Work Type

Domestic travel
Regional travel

Experience Level

15+ years customer facing experience in telecommunications, management consulting, consultative selling, technology, or industry relevant equivalent management or technical work experience (Bachelor's)
13+ years customer facing experience in telecommunications, management consulting, consultative selling, technology, or industry relevant equivalent management or technical work experience (Master's)
17+ years customer facing experience in telecommunications, management consulting, consultative selling, technology, or industry relevant equivalent management or technical work experience (Preferred Bachelor's)
15+ years customer facing experience in telecommunications, management consulting, consultative selling, technology, or industry relevant equivalent management or technical work experience (Preferred Master's)

Education Level

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field
Master's Degree in Computer Science, Information Technology, Engineering, Business, or related field

About the Company

Microsoft's Frontier Industry Advisory team is at the heart of innovation in Japan's telecommunications sector, working directly with telecom business leaders to drive transformation.
Microsoft is deeply engaged with the industry's leading standards and trade bodies, TM Forum and the GSMA.

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.