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About the Role
Responsible for managing multiple strategic accounts in the financial industry, primarily major and regional banks, to drive AI adoption, business process reform, and digital transformation (DX). Act as an account executive to understand client business and industry challenges, leveraging Microsoft solutions and partner ecosystems to achieve client business growth and transformation.
Responsibilities
- Understand client's management, business, and IT strategies.
- Develop and execute mid-to-long-term account plans.
- Define growth strategies for each client.
- Lead the overall Microsoft account team.
- Promote collaboration with internal and external stakeholders.
- Build relationships with client executives and establish executive sponsorship.
- Achieve sales targets.
- Maintain forecast accuracy.
- Drive pipeline creation.
- Lead strategy development and closing for large deals.
- Promote consumption growth.
- Form executive alignment for strategic deals.
- Lead AI transformation projects and support strategy development.
- Drive client business process reform.
- Identify innovation themes.
- Promote proposals utilizing Microsoft and partner solutions.
- Take responsibility for improving customer satisfaction.
- Develop client communication plans.
- Build relationships with client executives and establish executive sponsorship.
- Drive problem-solving at the executive level.
- Lead cross-functional teams including Solution Specialists, Customer Success Units, Partner Development Managers, Global Black Belts, Engineering, Consulting, and Global Teams.
Requirements
- Experience in the financial industry, including banking and securities.
- Understanding of management challenges in financial institutions.
- Enterprise sales experience.
- Experience selling large/strategic deals.
- Forecast management.
- Pipeline management.
- Executive relationship management.
- Partner management.
- Knowledge of AI, DX, Cloud Platforms, Security, Data Platforms, Application Modernization, and Hybrid Infrastructure.
- Proficiency in Strategic Selling, Account Planning, Executive Selling, Value Selling, Consultative Selling, and Complex Deal Management.
- Strong executive communication skills, including direct negotiation with CXOs and presentations to board level.
- Facilitation and negotiation skills.
- Organizational leadership and complex stakeholder management.
- Change management expertise.
- Business acumen, including understanding of financial statements and financial industry business models.
- Understanding of regulatory compliance (FISC, Financial Services Agency, risk management, etc.).
- Ability to explain the ROI of AI/DX investments.
- Possess a growth mindset.
- Be customer-obsessed.
- Demonstrate strategic thinking and execution.
- Ability to make decisions in ambiguous situations.
- Exhibit ownership and commitment to team success.
- Show perseverance in tackling difficult challenges.
Skills
- AI
- DX
- Cloud Platform
- Security
- Data Platform
- Application Modernization
- Hybrid Infrastructure
- Strategic Selling
- Account Planning
- Executive Selling
- Value Selling
- Consultative Selling
- Complex Deal Management
- Executive Communication
- Facilitation
- Negotiation
- Leadership
- Stakeholder Management
- Change Management
- Business Acumen
- Financial Statement Analysis
- Financial Industry Business Models
- Regulatory Compliance
- ROI Analysis
Location
- Japan
Work Type
- Full-time
Experience Level
- Enterprise Sales
- Large Deal Sales
- Strategic Deal Sales
About the Company
- Microsoft's mission is to empower every person and every organization on the planet to achieve more.
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.