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About the Role
Partner with enterprise customers to bring relevant technology solutions, shape commercial strategies, and drive productive technology adoption. You will help customers navigate offerings, develop proposals, and move from early conversations through contract agreement. Coordinate across internal teams to structure solutions, evaluate licensing and costs, and negotiate agreements that create value for customers and Microsoft.
Responsibilities
- Lead commercial strategy and deal planning for strategic enterprise customers, aligning Microsoft solutions, licensing models, and commercial constructs with customer priorities, transformation objectives, and desired business outcomes.
- Own the commercial strategy for large-scale and complex renewals and strategic deals, developing multi-year deal structures that balance customer value, competitive positioning, revenue growth, profitability, and long-term partnership objectives.
- Develop pricing scenarios, proposals, licensing strategies, and contract structures that support customer value and sustainable commercial outcomes, including complex and customized commercial arrangements where appropriate.
- Partner closely with senior Account Executives and sales leaders to shape the overall account and negotiation strategy, bringing independent commercial judgment and proactively identifying opportunities to improve both customer and Microsoft business outcomes.
- Build a deep understanding of each strategic customer’s business priorities, contractual history, licensing environment, and decision-making process, and translate that understanding into effective renewal and commercial strategies.
- Lead and orchestrate complex commercial negotiations with customers and partners, including pricing, licensing, contractual terms, concessions, and other commercial considerations, engaging senior customer stakeholders when required.
- Coordinate across Account, Specialist, Finance, Legal, Deal Desk, Support, Operations, and Partner teams to resolve complex deal issues, secure required approvals, and drive agreements from early strategy through contract execution.
- Anticipate commercial, contractual, compliance, and execution risks in strategic deals, develop mitigation approaches, and guide internal stakeholders toward timely decisions and successful deal closure.
- Assess commercial, contractual, revenue, and profitability considerations while ensuring adherence to Microsoft policies, compliance requirements, approval frameworks, and applicable business standards.
- Drive strategic product and cloud opportunities as part of the overall commercial relationship, including renewals and opportunities across Azure consumption commitments, Microsoft 365, Copilot, Security, and new commerce models, where relevant to the customer strategy.
- Act as a trusted commercial advisor to senior sales stakeholders and customers, bringing a strategic perspective that goes beyond transactional execution to help shape deals that strengthen long-term customer relationships and Microsoft’s business growth.
Requirements
- Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years of sales and negotiation experience or related work or internship experience; OR 10+ years of sales and negotiation experience; OR Equivalent experience.
- Fluent Japanese language skills and business-level English communication skills are required.
Skills
- Sales
- Negotiation
- Information Technology (IT) industry sales
Location
- Remote
Work Type
- Full-time
Experience Level
- 7+ years
- 10+ years
- 15+ years
Education Level
- Bachelor's Degree
- Master's Degree
About the Company
- At Microsoft, our mission to empower every person and every organization on the planet to achieve more guides how we partner with customers to deliver trusted, impactful solutions.
- With a growth‑mindset culture, we innovate responsibly and measure success by shared progress, people, teams, and customers.
- Join us to do meaningful work that changes the world and helps shape what’s next for everyone.
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.