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About the Role

As a member of the AI/Digital Natives Startups Team, you will discover, connect, and grow sales relationships with promising software startups across the unmanaged Small, Medium Business space in Japan and across the Asia Pacific region. You will help founders and leaders as they build products, achieve product-market fit, and accelerate growth on the Microsoft Cloud and AI platform. The role converts prioritized signals into executive relationships, qualified Azure AI pipeline, early consumption, Marketplace/co-sell readiness, and graduation-ready Digital Native accounts.

Responsibilities

Lead and coordinate the One Microsoft team to drive Software Development Company startup success and adoption of Azure and AI across the unmanaged SMB account space.
Build trusted relationships with a strategic portfolio of high-potential startups, serving as their main point of contact.
Orchestrate technical, business, and partner resources across Microsoft to deliver customer outcomes.
Execute deals that unlock visibility, competitive growth, and revenue for both the startup and Microsoft.
Proactively engage with startups to accelerate revenue growth and drive business outcomes.
Earn and maintain trust with startup founders by understanding their needs and addressing them with the right Microsoft solutions.
Lead negotiation with existing startups in mid to long-term planning to form a strategically constructed deal.
Engage and negotiate internally with key stakeholders to move opportunities forward.
Coordinate with all necessary internal stakeholders in the deal to assure successful and compliant closing.
Ensure high potential startups have access to the right resources across Customer Architects, Engineering and Product Groups.
Ensure each startup has a valuable and strategic relationship with Microsoft, driving business growth and transformation.
Identify growth opportunities with high potential startups leveraging deep domain/industry knowledge to develop creative and innovative solutions.
Proactively demonstrate thought leadership, opportunities for improvement, best practices, and learnings internally and externally.
Embody our Culture & Values

Requirements

Master's degree in business administration AND 4+ years' experience working in an industry and/or driving digital transformation OR bachelor's degree in business, Technology, or related field AND 6+ years' experience working in a relevant industry and/or driving digital transformation OR equivalent experience.
2+ years of experience successfully selling to startups and early-stage software development companies.
2+ years of experience in cloud platform sales, solution selling, or consulting, including Azure, AWS, GCP, or similar cloud technologies.
Must be fluent in Japanese and English.
Master's Degree in Business Administration AND 5+ years experience working in an industry, driving digital transformation, or other relevant work experience OR Bachelor's Degree in Business, Technology, or related field AND 8+ years experience working in an industry, driving digital transformation, or other relevant work experience OR equivalent experience.
3+ years account management experience OR equivalent.
Sales results-oriented with extreme attention to detail and organizational skills.
Experience working in a rapidly-scaling environment with multiple variables in play.

Skills

Azure
AI
Cloud platform sales
Solution selling
Consulting
Cloud Infrastructure solutions sales leadership
Artificial Intelligence (AI)
Azure
Amazon Web Services (AWS)
Google Cloud Platform (GCP)

Location

Japan
Asia Pacific region

Work Type

Full-time

Experience Level

4+ years
6+ years
2+ years
5+ years
8+ years
3+ years

Education Level

Master's degree in business administration
Bachelor's degree in business, Technology, or related field
Master's Degree in Business Administration
Bachelor's Degree in Business, Technology, or related field

About the Company

Microsoft believes AI/Digital Natives are building the next wave of innovation—and the next $100B business.
From e-commerce and fintech to gaming and AI, startups are redefining how we live and work.
With the Microsoft Cloud, our mission is to empower every Startup and Unicorn to innovate, scale, and thrive through our ecosystem of customers, developers, partners, and investors.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more.
As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals.
Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

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.