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About the Role

The Public Sector team at Microsoft Japan is responsible for a wide range of customers supporting Japan's social infrastructure, including central government ministries, local governments, educational institutions, and medical institutions. We are driving digital transformation for a diverse range of customers, from key government agencies to local governments across all 47 prefectures, universities, research institutions, hospitals, and medical facilities. The public sector in Japan is undergoing a significant transformation, with increasing expectations for innovation using cloud and AI to address societal challenges such as declining birthrate and aging population, labor shortages, advanced administrative services, and improved healthcare and education. The evolution of generative AI and AI Agents is opening up new possibilities, not just for improving operational efficiency but for fundamentally changing how administrative services are delivered, how healthcare professionals work, and how education and research are conducted. Microsoft Public Sector supports customer problem-solving by leveraging a broad range of technologies and platforms, including Azure, Microsoft 365, Microsoft Security, Dynamics 365, Copilot, and AI Agents. Our role extends beyond simply providing products and services; we deeply understand our customers' business, policy, and operational challenges, and work with partners to drive everything from concept development and technical validation to implementation and expanded utilization. The public sector business presents unique complexities and scale compared to the private sector, requiring advanced technical skills and problem-solving abilities to navigate large organizations, diverse stakeholders, stringent security and compliance requirements, and integration with existing systems. However, a single project can transform the work styles of tens of thousands of employees and improve services for millions of residents, creating a significant societal impact. Collaboration with a diverse ecosystem of partners, including SIers, ISVs, and local IT partners, is a crucial pillar of our business in the public sector market. By combining Microsoft's technologies with partners' industry knowledge, system integration capabilities, and local customer relationships, we deliver large-scale, complex solutions that would be impossible to achieve alone. In this environment, technical sales professionals play a critical role. They understand customer business challenges from a technical perspective, propose optimal architectures and solutions, and lead technical decision-making and project success by engaging internal specialized teams and partners. Rather than being confined to specific product areas, they are expected to operate across multiple technology domains such as Cloud, AI, Security, and Modern Work, acting as Trusted Technical Advisors who support customer transformation. Microsoft Public Sector offers a business with immense potential to shape the future of Japanese society through technology. It is an environment where you can engage with cutting-edge AI and cloud technologies, tackle large-scale, complex challenges, and create new value with diverse partners. You can experience the impact of your work spreading throughout society through administration, healthcare, education, and research. We are seeking individuals with a passion for technology and a Growth Mindset who will lead the transformation of Japan's public sector by learning and challenging themselves alongside our customers and partners.

Responsibilities

Lead the digital and AI transformation of organizations and operations through Microsoft's cutting-edge technologies, focusing on the technical aspects for customers in the public sector, including central government ministries, local governments, educational institutions, and medical institutions.
Deeply understand the management, policy, and operational challenges faced by customers, and collaborate with them to envision new work processes, organizational working styles, and administrative, medical, and educational service models utilizing AI and cloud, going beyond simple IT system upgrades or operational efficiency improvements.
Specifically, capture the new possibilities created by the evolution of generative AI and AI Agents, and promote the evolution from DX (Digital Transformation) that digitizes existing operations to AX (AI Transformation) that redesigns operations and organizations based on AI.
Understand a wide range of Microsoft technologies, including Azure, Microsoft 365, Microsoft Security, Copilot, AI Agents, and Business Applications, and propose optimal technical strategies and architectures by combining multiple solutions, considering the customer's existing systems, data infrastructure, and security/governance requirements.
Demonstrate technical expertise, engage with diverse stakeholders including customer management, IT departments, and business units, and clarify the business and societal value brought by technology investments.
Be continuously involved in each stage of transformation, from concept development, Proof of Concept (PoC), solution design, implementation planning, to expanded utilization for large-scale and complex public sector customers.
Emphasize connecting technology adoption to concrete outcomes such as transforming business processes, improving productivity, empowering employees, and enhancing services for residents, patients, and students, rather than making technology adoption the sole goal, especially in AI utilization.
Support the creation of an environment where customers can safely utilize cloud and AI, while addressing the specific high security, privacy, compliance, and data governance requirements of the public sector.
Promote the construction of a sustainable technical foundation that balances security and innovation, based on the principles of Responsible AI, when expanding AI utilization.
Lead collaboration with a diverse partner ecosystem, including SIers, ISVs, and local IT partners, to jointly propose optimal solutions to customers by combining Microsoft's technologies with partners' industry knowledge, technical capabilities, and implementation/operation expertise.
Coordinate technical challenges and role divisions between customers and partners, lead complex projects to success, and contribute to the creation of new AI use cases and business opportunities.
Collaborate with various internal specialized teams, including Account Teams, Solution Specialists, Cloud Solution Architects, Customer Success, and Engineering, to support customer transformation as 'One Microsoft'.
Lead technical decision-making and support everything from opportunity creation and promotion to post-implementation value realization, with the common goal of long-term customer success, transcending individual product or organizational boundaries.
Act as a Trusted Technical Advisor who can envision the customer's future state with them, consider what can be transformed through technology, and mobilize internal and external stakeholders towards its realization, going beyond simply having deep knowledge of Microsoft products and services.
Drive the DX and AX of public sector customers and connect the results to value creation for Japanese society as a whole, at a time when AI is poised to significantly change society and organizations.

Requirements

Experience in managing large Enterprise Accounts and selling complex solutions, understanding complex organizational structures and diverse stakeholders, and leading proposals and project execution that combine multiple solutions for customer management and operational challenges.
Experience in managing large enterprise accounts, including central government ministries, local governments, medical institutions, and educational institutions with large organizational scales and complex decision-making processes.
Experience in engaging multiple stakeholders, including management, IT departments, business units, procurement, and security, and coordinating interests to drive projects.
Experience in consultative selling, deeply understanding customer business challenges and proposing solutions beyond simple product/service introductions.
Experience in proposing integrated solutions combining multiple technologies such as Cloud, AI, Security, Modern Work, and Business Applications, not limited to single product sales.
Experience in driving complex projects, leading internal and external stakeholders in long-term projects and large-scale implementation projects, resolving issues, managing risks, and driving decision-making.
Experience in building trust with customer management and decision-makers, and creating mid-to-long-term business opportunities.
Experience in collaborating with diverse partners such as SIers, Technology Partners, and ISVs to provide value to customers and achieve business growth, including co-creating opportunities and driving proposals through implementation and deployment.
Experience in joint proposals and solution development with SIers, cloud partners, and ISVs to address customer challenges.
Experience in partner co-selling, where roles are divided, and leveraging the strengths of both parties to identify opportunities, propose solutions, and achieve sales.
Experience in coordinating technical and commercial aspects, understanding customer requirements and partner technical/service capabilities, and adjusting solution configurations, implementation structures, and responsibilities.
Experience in utilizing the partner ecosystem by combining multiple partners according to project characteristics to build optimal solutions and delivery structures, rather than relying on a single partner.
Experience in jointly developing and deploying new use cases, solutions, and service models with partners, beyond just involving partners in existing projects.
Experience in building win-win relationships that balance customer value delivery with partner business growth for mid-to-long-term collaboration.
Embody Microsoft's Growth Mindset culture, embrace change positively, and continuously learn to contribute to the success of teams and customers.
A 'Learn-it-all' mindset: Actively learn new technologies, business models, and industry knowledge without being bound by existing experience or knowledge.
Customer Obsession: Prioritize customer success, understand true challenges, and strive to deliver value exceeding expectations.
One Microsoft/Collaboration: Cooperate with diverse internal and external members, transcending organizational and role boundaries, to maximize the overall team's performance.
Adaptability & Resilience: Respond flexibly in uncertain and rapidly changing environments, learning from difficult situations to achieve results.
Accountability & Ownership: Discover issues independently, act proactively, take responsibility for outcomes, and see them through to completion.
Diversity & Inclusion: Respect diverse values and backgrounds, and incorporate different opinions to achieve better decision-making and innovation.

Skills

Cloud
AI
Security
Modern Work
Business Applications
Azure
Microsoft 365
Microsoft Security
Copilot
AI Agent
Dynamics 365
Enterprise Account Management
Complex Solution Selling
Consultative Selling
Partner Ecosystem Management
Co-Selling
Technical Coordination
Commercial Coordination
Growth Mindset
Learn-it-all
Customer Obsession
Collaboration
Adaptability
Resilience
Accountability
Ownership
Diversity & Inclusion

Location

Japan

Work Type

Full-time

Experience Level

Enterprise
Senior

About the Company

Microsoft Japan's Public Sector team is responsible for a wide range of customers supporting Japan's social infrastructure, including central government ministries, local governments, educational institutions, and medical institutions.
We are driving digital transformation for a diverse range of customers, from key government agencies to local governments across all 47 prefectures, universities, research institutions, hospitals, and medical facilities.
The public sector in Japan is undergoing a significant transformation, with increasing expectations for innovation using cloud and AI to address societal challenges such as declining birthrate and aging population, labor shortages, advanced administrative services, and improved healthcare and education.
The evolution of generative AI and AI Agents is opening up new possibilities, not just for improving operational efficiency but for fundamentally changing how administrative services are delivered, how healthcare professionals work, and how education and research are conducted.
Microsoft Public Sector supports customer problem-solving by leveraging a broad range of technologies and platforms, including Azure, Microsoft 365, Microsoft Security, Dynamics 365, Copilot, and AI Agents.
Our role extends beyond simply providing products and services; we deeply understand our customers' business, policy, and operational challenges, and work with partners to drive everything from concept development and technical validation to implementation and expanded utilization.
The public sector business presents unique complexities and scale compared to the private sector, requiring advanced technical skills and problem-solving abilities to navigate large organizations, diverse stakeholders, stringent security and compliance requirements, and integration with existing systems.
However, a single project can transform the work styles of tens of thousands of employees and improve services for millions of residents, creating a significant societal impact.
Collaboration with a diverse ecosystem of partners, including SIers, ISVs, and local IT partners, is a crucial pillar of our business in the public sector market.
By combining Microsoft's technologies with partners' industry knowledge, system integration capabilities, and local customer relationships, we deliver large-scale, complex solutions that would be impossible to achieve alone.
In this environment, technical sales professionals play a critical role.
They understand customer business challenges from a technical perspective, propose optimal architectures and solutions, and lead technical decision-making and project success by engaging internal specialized teams and partners.
Rather than being confined to specific product areas, they are expected to operate across multiple technology domains such as Cloud, AI, Security, and Modern Work, acting as Trusted Technical Advisors who support customer transformation.
Microsoft Public Sector offers a business with immense potential to shape the future of Japanese society through technology.
It is an environment where you can engage with cutting-edge AI and cloud technologies, tackle large-scale, complex challenges, and create new value with diverse partners.
You can experience the impact of your work spreading throughout society through administration, healthcare, education, and research.
We are seeking individuals with a passion for technology and a Growth Mindset who will lead the transformation of Japan's public sector by learning and challenging themselves alongside our customers and partners.

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.