組立製造業担当：Account Executive

Microsoft · Tokyo

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Microsoftの製造業領域の営業担当として、主に大手組立製造業の2〜4社を担当します。CxO層の経営・事業課題を深く理解し、Microsoftのテクノロジーを活用した中長期の変革ロードマップを提案し、社内の専門チームやパートナーと連携しながら、お客様の変革とビジネス成長をリードするポジションです。 

Overview 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. With a growth mindset at our core, we keep learning, make decisions starting from what matters most to our customers, and pursue excellence—creating innovative technology that impacts people around the world. 

Account Management provides proposals and guidance on services and solutions, and acts as the hub that connects internal and external resources to orchestrate collaboration. Through creating new opportunities and driving demand generation, we expand market share and accelerate digital transformation by translating industry and business scenarios into Microsoft solutions. In long-term relationships with assigned customers, we lead executive-level dialogues as a trusted advisor to CxO-level technical and business decision-makers, articulating strategic value. We also gather customer insights and, leveraging established architecture approaches, clarify the path and required resources to deliver on agreed commitments. 

Enterprise Commercial Organization 

The Enterprise Commercial organization partners mid- to long-term with enterprise customers—including our most strategic accounts—to lead business growth and transformation. This position sits within the Industrial & Manufacturing business group and will be responsible for 2–4 major customers in the discrete manufacturing segment. You will engage directly with customer executives such as the CEO/CIO/CTO/BDM to address global and enterprise-wide management and business challenges, and drive everything from shaping a transformation roadmap using Microsoft technology to proposing and executing it. By collaborating with internal specialist teams and partners, you will influence decision-making in large-scale accounts and lead transformations that create meaningful impact on industry and society—one of the key attractions of this role.

Responsibilities 

To drive growth in assigned accounts and deliver customer business outcomes, you will lead internal and external stakeholders and consistently execute end-to-end account leadership—from building and running account plans, to executive relationship development, to demand generation through closing. 

Account Management 

• Develop and execute the account plan for assigned accounts, leading delivery against revenue and Consumption targets as well as customer business outcomes. 

• Prioritize across multiple accounts based on customer needs, revenue impact, growth opportunities, and account risks, adjusting plans and resource allocation as conditions change. 

• Create mid- to long-term business plans based on industry and business scenarios, and drive strategic account growth by engaging internal and external decision-makers, partners, and senior leaders. 

• Expand networks with key partners and, in collaboration with partner sales, accelerate demand generation and deal closing. 

Customer Engagement 

• Build trusted relationships with executives and business/IT decision-makers, including CxO, and make the value and ROI of Microsoft solutions visible based on customer challenges. 

• Deeply understand the customer’s business strategy, technology challenges, and priorities, and design and present insight-driven proposals. 

Sales Excellence 

• Lead virtual teams and establish proposal and execution governance aligned to customer requirements to drive opportunities forward. 

• Against KPI and Success Measures agreed with the customer and internally, visualize daily/weekly/monthly progress and manage through issue identification and execution of actions. 

• Continuously review the pipeline, set priorities and next actions, improve forecast accuracy, and drive execution through to closing. 

Industry Knowledge 

• Continuously update knowledge of Microsoft technology (products, cloud services, solutions, and roadmaps) and apply it to deliver the best proposals for customer challenges. 

• Understand the manufacturing industry—especially assembly manufacturing—including industry structure, value chains, key trends/regulatory developments, and typical management and frontline challenges, and lead definition, proposal, and execution of mid- to long-term transformation themes. 

Qualifications 

Required Qualifications 

• Relevant professional experience (5+ years) in business consulting, IT consulting, account management, or cloud services sales. 

• Ability to accurately identify enterprise customer challenges and consistently build an end-to-end storyline from issue structuring through proposal. 

• Proven ability to build relationships and drive alignment with CxO-level stakeholders. 

• Leadership to engage and orchestrate multiple stakeholders across internal and external organizations. 

• Languages: Japanese (advanced business level: reading/writing and speaking) and English (business level: reading/writing and speaking). 

Preferred Qualifications 

• Knowledge of the manufacturing industry and ability to drive proposals based on industry-specific challenges. 

• Knowledge of market trends in the cloud domain and hands-on experience delivering cloud-related projects. 

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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