Enterprise Digital Specialist - Cloud & AI

Microsoft · Tokyo

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At Microsoft, our Digital Enterprise Business empowers customers through the unique value of the Microsoft Cloud. We build a globally-led, digital-first scale organisation aligned with partners to drive digital transformation. Our team engages with enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. We focus on modernising sales motions, leveraging AI, Copilot, and Security to deliver customer satisfaction and drive business growth.

This is an exciting role to demonstrate your digital first customer engagment as an Enterprise Digital Specialist - Cloud & AI.

The key of this role is to grow Cloud & AI Sales in the territory:

• Drive Azure Solution Plays: win customer projects to Migrate & Modernize their Estate, Unify Data Platform and Innovate with AI Apps and Agents; securely, leveraging digital tools and signals to uncover new contacts and new workloads
• Build and accelerate pipeline: lead Cloud & AI account/territory plans, leverage sales programs and tools (IAP, LXP, Checklists, etc.) to exceed ACR forecast
• Orchestrate the Cloud & AI sales motions across Account Executives, Solution Engineers, Customer Success Unit & partners
• Drive Microsoft Azure Consumption Commitment (MACC) and Unified Support penetration in majors growth accounts

As a key player in driving digital transformation, you will leverage your fundamental understanding of customers' businesses to initiate impactful conversations in a single solution area, collaborating closely with partners and services. You will work with account teams, partners, and services to track, qualify, and expand new opportunities, while identifying, developing, and proposing solutions that align with customer needs.
 
Your role involves developing an understanding of external stakeholders' mapping and implementing strategies to accelerate deal closures in collaboration with team members. You will collaborate with Global Partner Solutions (GPS) and a network of partners to cross-sell, up-sell, and co-sell products, solutions, and services, applying the orchestration model to support deal closure.
 
Additionally, you will research competitor products, solutions, and services, and work with "compete" global black belts (GBBs) to implement strategies that position Microsoft favorably in customer communications. You will manage and orchestrate sales and delivery success through the account and pursuit teams, participate in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory, and collaborate with the extended sales team, partners, and marketing to conduct business analysis and pursue high-potential customers.
 
Ultimately, you will manage the end-to-end business of the assigned territory, driving success and growth.

Sales Excellence

• 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.
• 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.
• Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
• 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.

Sales Execution

• 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.
• 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.
• Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services; shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
• 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.
• 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 [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
• 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, account teams); collaborates with account teams, partners, or services to track, qualify, and expand 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.

Scaling and Collaboration

• Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
• Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.
• Technical Expertise
• Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.

Required/minimum qualifications

• Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of cloud technology related sales or Enterprise account management experience.
• Fluency in Japanese (native level) and English for internal communication is essential.  

Additional or preferred qualifications

• 2+ years of solution sales or consulting services sales experience.

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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