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About the Role
We are seeking an Account Executive (AE) to build strategic relationships with multiple enterprise clients and lead cloud adoption initiatives. You will manage key accounts and be at the forefront of digital transformation efforts for your clients and their industries. This role requires leading daily sales activities, contributing to team growth, and acting as a role model by closely driving business with clients and stakeholders. You will also engage in cross-organizational activities to create added value and solve client challenges. Leverage your IT industry business experience to drive digital and AI transformation with Microsoft's advanced and secure cloud solutions.
Responsibilities
- Develop account plans based on client business challenges, understanding client and industry information, and lead execution through virtual teams.
- Build relationships across multiple client organizational layers, connecting short-term deal success with mid-to-long-term transformation concepts to establish strong trust.
- Collaborate with internal industry specialist networks to deepen knowledge of industry, competitors, and client priorities, enhancing value proposition accuracy.
- Leverage enterprise sales experience to develop client business and execution plans, committing to sales and usage growth.
- Orchestrate internal and external resources to realize plans, providing continuous optimal proposals and support to clients.
- Understand client organizational structures and decision-making processes, building and maintaining relationships with decision-makers to become an advisor for client priorities.
- Support clients consistently from concept to execution and adoption of their digital transformation initiatives.
- Manage internal virtual teams, coach solution sales and account strategy, and handle complex solution proposals and closings.
- Demonstrate leadership and interpersonal skills to influence stakeholders across teams and organizations, proactively identifying and addressing uncaptured issues and opportunities.
- Deeply understand client business structures and management challenges, sharing insights with teams and relevant departments.
- Propose ideas that lead to management and organizational transformation, not just technology implementation, by questioning the fundamental assumptions of clients and sales teams regarding digital transformation.
- Plan and execute account plans to achieve client priorities, driving progress and adjustments quarterly.
- Lead virtual teams, clearly defining paths to resolution for complex issues, and creating an environment where members with diverse expertise can operate effectively.
- Build relationships with executives at the decision-making level for equal-level discussions, influencing the client's growth plans.
- Assess the competitive landscape realistically, including areas where other vendors are leading, define winning strategies, and outline mid-to-long-term market share acquisition scenarios.
Requirements
- Over 3 years of practical experience in sales, account management, or equivalent, targeting corporate and enterprise clients.
- Experience in proposing solutions based on client challenges, understanding client business issues and priorities, and creating proposals that lead to customer value and business outcomes.
- Ability to drive business by collaborating with multiple internal and external stakeholders, engaging stakeholders across organizations and domains.
- Presentation skills to deliver clear and persuasive presentations tailored to the purpose and audience for clients and internal stakeholders.
- Native level Japanese proficiency.
Skills
- Digital transformation proposal and sales experience, supporting client mid-to-long-term transformation through new value propositions.
- Sales experience in cloud services, AI, digital solutions, or experience in developing new solution areas/markets.
- Experience leading virtual teams, collaborating with solution sales, technical experts, and partners to drive customer proposals and account strategies.
- Adaptability to market, technology, and customer needs changes, with a continuous learning mindset.
- Business-level English proficiency for internal and external communication.
Location
- Remote
- Hybrid
Work Type
- Full-time
Experience Level
- 3+ years
About the Company
- Microsoft is an equal opportunity employer.
Equal Opportunity
- 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.