Overview

コーポレートソリューション事業本部(SMC)モダンワーク営業本部ではセキュリティソリューションスペシャリストを募集しています。

リモートワークを実施する企業が増え、お客様の働き方や求められる環境がこれまでと大きく変化しています。

また、様々な場所で働く従業員が安心して業務を遂行できるように、セキュリティー対策のニーズも高まっています。

クラウドサービスであるMicrosoft 365を中心に、変化に対応するためのお客様の課題を解決し、お客様のデジタルトランスフォーメーションの実現に意欲のある方の応募をお待ちしております。

As a Modern Work Specialist (Security), you will:

Be the M365 sales leader and expert for your assigned set of accounts.

Hunt new Modern Work (remote work, security, compliance, teamwork, insights, meeting and calling) opportunities by identifying and engaging with key business and technical contacts, understanding customers' business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 platform.

Own and drive new revenue growth for Microsoft M365 solutions (with a focus on Security, Compliance and Teams Voice) within assigned accounts by setting and achieving monthly sales forecasts.

Drive customer intent and demonstrate solution value with envisioning workshops, and demonstrate economic value of our M365 solutions

Drive Surface penetration in managed accounts in coordination with Surface sales specialist

Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.

Compete proactively to win new business and share through differentiated customer business value, evaluating customer alternatives and refining competitive strategy

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems.

Identify customer business and technology challenges and bring them to agreement on the business value of modern work solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership, Cost Take Out & Return on Investment

Own opportunities from qualification to close by orchestrating an extensive virtual team consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and negotiating final proposals.

Understand competitor solutions and products and drive compete messaging to increase our Modern Work penetration

Effectively turn prospects and qualified leads into opportunities and revenue pipeline by qualifying opportunities and selling with Microsoft partners

Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.

Foster and expand Microsoft's relationships with Customer Business Decision Makers and lead sales team to blockers to evaluation, contracting, deployment, and usage.

Stay sharp and assist Microsoft transform how we deliver value to customers.

Continuously nurture and expand sales, business, technology, and competitive readiness.

Participate in internal Microsoft sales communities and in the broader industry through events, yammer, Teams sites, community gatherings and more.

Qualifications

5+ years of technology-related sales or account management experience

OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

・7+ years of technology-related sales or account management experience.

OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience

OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience.

・4+ years of solution or services sales experience.

Responsibilities

Sales Execution

Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.

Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.

Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.

Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.

Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.

Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

Technical Expertise

Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.

Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).

Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.

Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.

Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.

Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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