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About the Role

This role focuses on driving sales through customer engagements, leveraging industry insights, and coaching team members. The position involves engaging C-suite decision-makers, developing sales strategies, and transforming new markets by utilizing technical expertise, partners, and resources. It also includes people management responsibilities such as driving employee growth, development, project execution, and performance management.

Responsibilities

Model, coach, and care for team members to drive success through empowerment and accountability.
Participate in strategic planning for assigned territory and align team plans across departments.
Engage with external executives to bring a strategic perspective into account planning.
Build and transform new markets by leveraging technical and industry expertise, partners, and resources.
Explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Ensure team members complete required training and obtain relevant product and role certifications.
Oversee end-to-end business across geographical regions, ensuring sales targets and operational standards are met.
Interact with Corporate leadership and senior-level stakeholders to get support for the team and geographical regions.
Guide team in whitespace analysis and support the identification of potential business within the assigned territory.
Align the analysis approach across teams and act as a thought leader in business analysis.
Develop and implement long-term customer satisfaction strategies.
Promote development of deep and influential relationships with client contacts.
Facilitate the resolution of sales/delivery issues for strategic accounts.
Establish standards for customer/partner experiences.
Coach team to collaborate with partners and internal teams to drive consumption.
Lead with technical and industry insights to grow customer business and remove blockers to consumption.
Develop and implement strategies for driving and closing opportunities.
Ensure alignment with the account team on strategy implementation and collaboration.
Guide team on implementing and sharing close plans to de-risk and drive predictable deal closure.
Communicate with customers to understand their business needs and assess customer needs.
Provide direction and guidance on the development of solutions across solution areas and support areas.
Help the team create vision for customers and develop plans to drive sales.
Coach team members on identifying and engaging decision makers and stakeholders to expand customer/partner relationships.
Engage C-suite decision makers to support teams on opportunity discovery and acceleration.
Represent the team internally at Microsoft when engaging other internal stakeholders.
Identify and track new opportunities and leverage stakeholders to build pipeline within the territory.
Coach team members on interfacing with prospective customers to build network.
Apply Microsoft's sales process (MSP) to determine opportunity quality and educate customers on addressing their needs.
Bring impactful industry insights into customer engagements and close deals.
Act as a thought leader in digital transformation to advise customers and represent Microsoft.
Coach others internally on digital transformation.
Lead transformational shifts to drive deployment and create business value for customers.
Lead a virtual cross-organizational team on strategic projects and high-impact solution sales deployments.
May lead partner integration into account/territory planning and customer engagements.
Guide team to build a network of partners for cross-selling, up-selling, and co-selling.
Lead the team to identify new partners, evaluate partner capabilities, and support onboarding.
Facilitate the development of partner strategies and ensure execution.
Provide input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans.
Coach team to learn about and apply the orchestration model.
Facilitate and lead internal communication and collaboration by identifying resources and removing barriers.
Contribute to the development of the orchestration model.
Support team on participating in Microsoft events and contribute to setting up events.
Promote best practice sharing across subsidiaries.
Coach team on business and market knowledge.
Lead team's internal collaboration to position Microsoft products, solutions, and/or services against competitors.
Act as a thought leader to help the team connect Microsoft solutions to customer business impact.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
Experience in proposing and consulting on cloud infrastructure solutions for customers.
Native-level Japanese and business-level English proficiency (English resume required).
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
3+ years of people management experience.

Skills

Technology-related sales
Account management
Cloud infrastructure solutions
Digital transformation
Partner management
People management
Strategic planning
Business analysis
Customer relationship management
Solution selling
Services sales

Experience Level

7+ years of technology-related sales or account management experience
9+ years of technology-related sales or account management experience
8+ years of technology-related sales or account management experience
10+ years of technology-related sales or account management experience
11+ years of technology-related sales or account management experience
6+ years of solution or services sales experience
3+ years of people management experience

Education Level

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field
Bachelor's Degree in Information Technology, or related field

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.