Overview

Cloud & AI Platform 統括営業本部では、大手小売顧客を担当するAzure ソリューションスペシャリストを募集しております。

お客様のビジネスを理解し、新たな顧客体験の創出・業務生産性の課題解決など顧客課題に対して最適なクラウドソリューションを提案・導入までリードする役割です。CxOレベルの意思決定者との関係構築を通じて、インフラ、アプリケーションやデータの移行・モダナイゼーション、業務アプリケーションの開発・導入提案、インテリジェントデータプラットフォーム提案など、AIおよびクラウド主導の変革を支援します。社内の営業・技術チームやパートナー企業と連携しながら、案件創出から導入、利用拡大まで、Azure利用を最大化する役割を担います。求める人物像は、クラウド技術に精通し、顧客との信頼関係を築けるコミュニケーション力と、変化を楽しみながら成果にこだわれる方。小売業界の知見・経験や、クラウドハイタッチ営業経験をお持ちの方は特に歓迎します。挑戦と成長を楽しめる方のご応募をお待ちしています

Position Overview

As a Cloud & AI (Azure) Specialist, you will collaborate with sales, technical teams, partners, and global teams to lead discussions with customer stakeholders and decision-makers, identify and qualify opportunities, prioritize them, and accelerate deal progression.

Key Responsibilities Include:

Market Intelligence & Opportunity Identification Utilize AI-powered market intelligence tools to assess trends and insights, conduct whitespace analysis, and identify business opportunities and market gaps within your assigned territory.

Predictive Analysis & Customer Engagement Evaluate solution areas and markets, leverage AI-driven predictive analytics to forecast future market needs, and gain insights to align sales activities with customers' top priorities.

Solution Development & Cross-Functional Collaboration Work collaboratively across organizations, including global teams, to support the development of solutions that enable AI- and cloud-driven transformation for existing and new customers, with a focus on integrating cutting-edge AI technologies and cloud services.

Pipeline Management & Forecast Accuracy Engage in internal pipeline reviews with stakeholders, utilize AI-powered analytics and forecasting tools to improve accuracy, and drive achievement of revenue targets.

Security-Aligned Sales Strategy Promote sales strategies aligned with each customer's security priorities, demonstrate Microsoft's comprehensive value for secure, AI-enabled transformation, and contribute to customers' business success.

Responsibilities

Responsibilities

Sales Execution:

Manage your territory as a business and investing in your own skills + continous self development to remain top of your Infrastructure game.

You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft.

We encourage thought leadership, and we encourage all our employees to continuously maintain and enhance their technical, business value, sales, professional skills and competitive readiness.

You will therefore be required to attain and maintain required certifications.

Scaling and Collaboration:
Ability to collaborate with a network of partners and internal stakeholders to cross-sell and up-sell.

Skilled in researching and discussing with partners on customer scenarios, developing joint proposal with partners, and contributing to developing partner strategies to address gaps in partner capabilities.

Technical Expertise:

Being the key technical leader, with an outstanding Cloud Economics knowledge, trusted advisor and influencer in shaping customer decisions to commit, architect and adopt Microsoft Infrastructure and security solutions.

You will win the customer's decision for sales opportunities and consumption scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making.

You will lead presentations, demonstrations, brief architecture design sessions to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft Azure Infra and Security Services, and how we can make their businesses more successful.

Sales Excellence:
Spend time with customers identifying and surfacing new engagements that align with the customer's business strategy.

You will work with partners and others at Microsoft, as well as use our core tools, targeted account lists to identify and engage prioritized customers.

You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network.

Deliver Results Through Teamwork:
Ability to identifying customers and operational needs in partnership with other teams including global colleagues in different industries. Skilled in setting priorities, removing barriers and obstacles, and allocating resources.

Qualifications

Qualifications

Required/Minimum Qualifications

5+ years technology-related sales or account management experience

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

Preferred Qualifications

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

4+ years solution or services sales experience.

Details are here;

Engages in conversations with customers to introduce how our workloads especially in areas such as AI, data, security, could enable digital transformation areas that is aligned with the customer's industry.

Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on 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, architects, 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 (MCEM) to determine the quality of the opportunity and close the deal as a team.

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.

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 technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are.

Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.

Implements strategies to help accelerate the closing of deals in collaboration with other team members.

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.

Effective territory/account management:
planning, opportunity qualification and creation, analysis, value engineering, services/partner engagement, opportunity management, pipeline management and deal negotiation.
Problem Solver. Ability to solve customer problems through cloud technologies.
Business Value.

Ability to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers, is preferable.

Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.

Preferred Qualifications

Azure OpenAI and generative AI in general including competitive solutions.
Azure Infrastructure and Security Services.

Understanding of Microsoft Azure Cloud platform with emphasis on Microsoft Infra services, hybrid cloud technologies, developer tools, data utilization, security, and services and/or complementing solutions.

Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects, targeting MACC agreement.
Prior work experience in a Consulting/Solutions Sales position working with Infra solutions ranging from IaaS, VMware, VDI, NW, SAP, Hybrid Cloud and Security solutions
Technical Frameworks. Ability to leverage technical frameworks such as the Cloud Adoption Framework for Azure to guide customers and partners through the cloud adoption journey
Leadership. Experience leading large Public Sector cloud engagements, especially those involving Data migration and application modernization projects
Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AI solution competitors.
Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs

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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