Cloud＆AI Specialist (Azure sales for SME&C)

私たち SME&C（Small Medium Enterprises & Channel）チーム は、AIを活用した最先端のクラウドソリューションを通じて、中堅・中小企業のお客様のデジタルトランスフォーメーションを支援しています。パートナーとの強力な連携と、顧客成功を第一に考える文化のもと、Azureを中心としたソリューション提案をリードする仲間を募集しています。

【ポジション概要】

Cloud & AI (Azure) Specialist として、営業・技術・パートナーと連携し、お客様のビジネス課題を解決するクラウドソリューションを提案します。

特に、Ai、データ、インフラ、セキュリティといった分野での知識を活かし、Azureの価値を最大限に引き出す役割を担います。

【業務内容】

• インフラ、アプリケーション、データの移行やモダナイゼーションの提案

• Aiやインテリジェントデータプラットフォームを活用した業務変革支援

• 社内の営業・技術チーム、外部パートナーとの連携によるプロジェクト推進

• 導入後の利用促進・活用拡大によるAzureの価値最大化

このポジションでは、

• 最新のクラウド技術に触れながらスキルを磨ける
• 幅広い業界（教育・金融・製造など）にインパクトを与えられる
• 柔軟な働き方（最大50％リモートワーク可）といった魅力があります。

【求める人物像】

• クラウドやAIに興味があり、学び続ける意欲がある方
• 顧客課題を理解し、ソリューション提案をリードできる方
• チームでのコラボレーションを大切にできる方

In SME&C, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners.

You will be dedicated to one of the fastest growing customer segments, the Small, Medium Enterprise &

 Channel (SME&C) and Digital Sales organization. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling.

You will also have an opportunity to work cross-collaboratively while living our shared SME&C Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SME＆C organization and the value we deliver to our customers, partners, and one another, every day.

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.

Responsibilities

Sales Execution

• Understand customers’ business challenges, clarify operational issues, and conduct value selling to show how Microsoft technology can contribute to their business growth.
• Collaborate with partners and internal teams (such as Technical Sales Professionals and Global Black Belt) to introduce Microsoft solutions, including product demos, to identify technologies that can address customer challenges.
• Work with other team members to implement strategies that accelerate deal closing. Execute closing plans (such as creating timelines, engaging customers, obtaining customer buy-in and commitment), mitigate risks, and drive predictable deal closures.
• Map external stakeholders, such as decision-makers and influencers. Participate in communications with decision-makers or subject matter experts in customer and partner businesses, together with account teams (e.g., Account Executives).
• Engage in conversations with customers to introduce how other workloads can realize digital transformation areas tailored to their industry. Collaborate with partners and services to initiate discussions with customers about digital transformation in solution areas. Share learning about digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborate with account teams, partners, or services to track new opportunities and confirm qualification. Work with other teams (such as account teams) and services to build pipelines. Apply Microsoft’s sales process (MSP) to assess opportunity quality and decide whether to proceed.

Scaling And Collaboration

• Collaborate with partner networks to cross-sell and up-sell products, solutions, and services. Identify new partners by researching customer scenarios and discussing with partners. Implement partner strategies for joint proposals to expand business.
• Apply orchestration models and leverage relationships with stakeholders and partners (e.g., Enterprise Operating Units).

Technical Expertise

• Build relationships with colleagues and team members beyond solution areas. Network at technical community events.
• Initiate conversations with prospective customers/partners at events to expand external networks. Act as an expert in one or more solution areas.
• Understand competitors’ products, solutions, and services in collaboration with GTM, and implement strategies to establish Microsoft’s position against competitors in customer communications.

Sales Excellence

• Collaborate with partners and resources to learn about customers’ businesses. Support team members and explore business and new opportunities.
• Seek customer feedback (formal and informal), identify and understand satisfaction factors, and execute plans to maintain and continue them. Share feedback with account teams.
• Collaborate with sales teams, partners, and marketing to conduct business analysis (such as whitespace analysis and identifying industry trends), pursue high-potential customers, and create target lists for potential business.
• Manage pipeline for assigned territory. Forecast for assigned accounts and, with guidance, develop portfolio and territory plans.
• Complete required training and obtain relevant product and role certifications aligned with your role and workload/industry.

Qualifications

• Extensive experience in technology-related sales, consulting or account management experience
• Proven experience with building strategic transformation roadmaps, solution selling in infrastructure, HCI, DC migration, VDI, security. Experience for Commercial customers is preferable. Having experience with application development tracks, AI and data innovation is considered a plus, however not a must. 
• Leadership. Experience leading large IT/Cloud engagements, especially those involving cross-solution workloads including infrastructure, data migration and application modernization projects
• Creating sales scenarios based on the territory analysis and driving them broadly.
• Azure Infrastructure and Security Services. Understanding of Microsoft Azure Cloud platform with emphasis on Microsoft Infra services, hybrid cloud technologies, developer tools and services and/or complementing solutions.
• Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects - nice to have
• 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
• Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape e.g., AWS and GCP, among others
• Fluency in Japanese

#Japansmec

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.

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