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About the Role
This role focuses on empowering customers through the Microsoft Cloud, driving digital transformation by modernizing sales motions, leveraging AI, Copilot, and Security to achieve customer satisfaction and business growth. The key objective is to grow Cloud & AI Sales in the territory by driving Azure Solution Plays, building and accelerating pipeline, orchestrating sales motions, and driving Microsoft Azure Consumption Commitment (MACC) and Unified Support penetration.
Responsibilities
- Manages the end-to-end business of the assigned territory, including forecasting and developing portfolio and territory plans.
- Collaborates with partners and resources, leveraging customer insights and industry knowledge to explore business and emerging opportunities.
- Participates in rhythm-of-business (ROB) meetings to review and plan for accounts.
- Reviews feedback reports and coaches others on customer/partner satisfaction and recovery action plans.
- Manages and/or orchestrates sales and delivery success through account and pursuit teams.
- Identifies customer business needs and technical readiness, proposing prioritized solutions aligned with customer needs.
- Leverages value propositions to communicate the business impact of proposed solutions.
- Implements strategies to accelerate deal closing, including close plans to de-risk and drive predictable closure.
- Engages customers to introduce how other workloads enable digital transformation, with a fundamental understanding of their business.
- Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
- Develops an understanding of external stakeholders' mapping and participates in customer communications.
- Identifies opportunities to drive consumption and grow business with existing customers.
- Ensures rapid and robust deployment plans for licensing transactions and project engagements.
- Facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
- Discovers new opportunities and drives incremental revenue growth through personal campaigns or internal sources.
- Tracks, qualifies, and expands new opportunities in collaboration with account teams, partners, or services.
- Builds pipeline in collaboration with other teams and services.
- Interfaces with customers and builds relationships via social selling.
- Applies Microsoft's sales process (MSP) to determine opportunity quality.
- Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging partner relationships.
- Collaborates with One Commercial Partner (OCP) and a network of partners to cross-sell, up-sell, and co-sell products, solutions, and services.
- Identifies new partners and develops joint proposals and consumption plans.
- Implements partner strategies to scale the business.
- Researches competitor products, solutions, and/or services.
- Collaborates with global black belts (GBBs) to implement strategies to position Microsoft against competitors.
Requirements
- Bachelor's Degree in Information Technology, Business Administration, or related field.
- 5+ years of cloud technology related sales or Enterprise account management experience.
- Fluency in Japanese (native level) and English for internal communication is essential.
- 2+ years of solution sales or consulting services sales experience.
Skills
- Cloud Technology Sales
- Enterprise Account Management
- Solution Sales
- Consulting Services Sales
- Digital Transformation
- AI
- Copilot
- Security
- Azure Solution Plays
- Data Platform Modernization
- AI Application Development
- Pipeline Acceleration
- Sales Program and Tool Utilization
- Orchestration of Sales Motions
- Customer Relationship Management
- Competitor Research
- Social Selling
Location
- Territory-based
Work Type
- Full-time
Experience Level
- 5+ years
- 2+ years
Education Level
- Bachelor's Degree
About the Company
- Microsoft's Digital Enterprise Business empowers customers through the unique value of the Microsoft Cloud.
- We build a globally-led, digital-first scale organisation aligned with partners to drive digital transformation.
- Our team engages with enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling.
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.