Overview

大手テレコミュニケーションズ向けAzure営業リードとして、Azureのアカウント戦略を主導し、売上成長とクラウド、AIの導入拡大の成果責任を担うスペシャリストとなります。経営層を含む社内外のステークホルダーをオーケストレーションし、お客様のDX加速とMicrosoftの持続的なビジネス成長を牽引します。Microsoft's Global Communication & IT Services Industry (GCIT) team is a dynamic, customer-obsessed organization focused on empowering wide-range of organizations and persons through cutting-edge Microsoft cloud (mainly Azure), AI, and security solutions.

Our roles offer the opportunity to lead transformative engagements, drive innovation, and shape the future of Communication services in partnership with some of the world's most influential institutions.

Responsibilities

The Cloud & AI Solution Specialist will drive consumption with new and existing customers. Identifies market and customer needs and collaborates with internal teams to devise solutions to meet those needs. Orchestrates deals across multiple stakeholder (C-class) groups including partners. You will position Microsoft solutions in a competitive landscape through research and collaboration. Utilize industry expertise to differentiate Microsoft solutions; and develop and manage pipeline for territory and forecasts resource needs. This role will meet with customers on site to deepen relationships and solution development.

The Cloud & AI Solution Specialist will lead discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities.

In addition:

You will leverage whitespace analysis and partner with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.

Evaluate solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs and

Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.

Engage in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.

Drive sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan.

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.

Customer EngagementAssesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.

Participates in strategy development for driving and closing moderately complex, significant value opportunities.

Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle.

Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.

Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan.

Reviews and translates customer and partner feedback to establish recovery action plans.

Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle.

Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.

Sales & Pipeline ManagementAnalyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy.

Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.

Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.

Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals

Sales StrategyEvaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.

Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution.

Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.

Leverages established strategies and participates in conversations with customers to distinguish Microsoft's offerings in the competitive landscape.

Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.

Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.

Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities.

Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success.

Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives.

Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Qualifications

Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.

Additional or preferred qualifications Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management or Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management or equivalent experience.

5+ years solution or services sales experience. Microsoft is an equal opportunity employer.

All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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.

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