Microsoft

Builds workplace software, PCs and cloud services

Digital Solution Sales Manager - Cloud & AI, Azure

Account ExecutiveConfirmed live in the last 24 hours

Full-timeTokyo, JapanNo salary listedIn-person

About the Job

Requirements

A Bachelor's degree in Computer Science, Information Technology, Business Administration, or a related field and at least 7 years of technology-related sales or account management experience, or at least 9 years of technology-related sales or account management experience.
Experience proposing and consulting on cloud infrastructure solutions for customers.
Native-level Japanese and business-level English proficiency.
An English-language resume is required.

Responsibilities

Deliver success through empowerment and accountability by modeling company culture, values, and leadership principles; defining team objectives and outcomes; enabling success across boundaries; helping the team adapt and learn; attracting and retaining employees; understanding individual capabilities and aspirations; and investing in employee growth.
Participate in strategic planning for the assigned territory, review plans through rhythm-of-business meetings, align team plans across departments, guide alignment with the sales excellence team, and engage external executives in account planning.
Build and transform markets using technical and industry expertise, partners, and resources; lead the team in exploring business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Complete required training and obtain relevant product and role certifications; mentor and coach the team in sales and product knowledge and ensure required training and certifications are completed.
Oversee end-to-end business across geographical regions, ensure the team meets sales targets and operational standards, maintain territory metrics, and engage corporate leadership and senior stakeholders to support the team and regions.
Guide whitespace analysis to identify potential business in the territory, align analysis approaches across teams, and validate business-analysis opinions and perspectives.
Set long-term customer-satisfaction strategies, develop influential client relationships, guide customer and partner satisfaction, facilitate resolution of strategic-account sales and delivery issues, and establish experience standards.
Coach the team to collaborate with partners and internal teams and engage customers to drive consumption; use technical and industry insights to grow customer business and remove consumption blockers.
Lead the team in developing and implementing opportunity strategies, coordinating with account teams, and sharing close plans that map timelines, engage customers, gain commitment, and reduce deal risk.
Guide customer interactions to understand business needs, direct development of solutions across solution and support areas, and help the team create customer visions and sales plans.
Coach teams in identifying and engaging decision makers and stakeholders; engage C-suite decision makers to support opportunity discovery and acceleration; represent the team internally with Microsoft stakeholders.
Lead opportunity identification and tracking, build territory pipeline through stakeholders, coach team members in prospect engagement and networking, apply Microsoft's sales process to assess opportunities, and educate customers on addressing their needs.
Bring industry insights into customer engagements and close deals; advise customers on digital transformation, coach internal colleagues, lead transformation that drives deployment and customer value, lead cross-organizational teams on strategic projects and high-impact deployments, and integrate partners into account planning and customer engagements as needed.
Guide the team in building partner networks for cross-sell, up-sell, and co-sell; identify and evaluate partners; support partner onboarding; develop and execute partner strategies; and provide input to One Commercial Partner on partner strategies, consumption plans, and partner capabilities.
Coach the team in applying the orchestration model and facilitate internal communication and collaboration by identifying resources and removing barriers; contribute to development of the orchestration model.
Support the team in participating in Microsoft events, contribute to event setup, and promote best-practice sharing across subsidiaries.
Coach the team on business and market knowledge, lead internal collaboration to position Microsoft products, solutions, and services against competitors, and connect Microsoft solutions to customer business impact.

Desired Qualifications

A Master's degree in Business Administration, Information Technology, or a related field and at least 8 years of technology-related sales or account management experience, or a Bachelor's degree in Information Technology or a related field and at least 10 years of such experience, or at least 11 years of such experience.
At least 6 years of solution or services sales experience.
At least 3 years of people-management experience.

Overview

Brings impactful industry insights into customer engagements and closes deals with customers. Coaches team members on interfacing with prospective customers to build network. Leads with technical and industry insights on how to grow customer business and remove blockers to consumption. Helps team create vision for the customers and develop plans to drive sales. Engages C-Suite decision makers to support teams on opportunity discovery and acceleration. Leads team in development and implementation of strategies for driving and closing opportunities. Leads their team to develop strategies for driving and closing opportunities. Contributes to the development of the orchestration model. Supports their team in organization and participation in Microsoft events. Leads team to connect Microsoft solutions to customer business impact. Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Establishes standards for customer/partner experiences. Engages with external executives to bring a more strategic perspective into the planning portion of account planning. Aligns the business analysis approach across teams. Oversees the end-to-end business across geographical regions. Leads team in growing knowledge and ensures the team's training completions and certification obtainment. In addition, this role has people-management responsibilities including driving employee growth and development, executing projects, and managing performance.

Responsibilities

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Sales Excellence

Participates in regular strategic planning for their assigned territory; review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments; guides team to align their approach with sales excellence team; engages with external executives to bring a more strategic perspective into the planning portion of account planning.

Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required.

Oversees the end-to-end business across geographical regions; ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory; interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.

Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory; aligns the analysis approach across teams; acts as a thought leader and validates opinions and perspectives from business analysis.

Lays out customer satisfaction long-term strategies; proactively promotes development of deep and influential relationships with client contacts; guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts; establishes standards for customer/partner experiences.

Sales Execution

Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption; leads with technical and industry insights on how to grow customer business and remove blockers to consumption.

Leads their team to develop strategies for driving and closing opportunities; drives the implementation of strategies and the collaboration with the account team to ensure alignment; leads their team on ways to implement and share 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.

Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs; provides direction/guidance on the development of solutions across solution areas and support areas; helps the team create vision for the customers and develop plans to drive sales.

Coaches their team and/or other teams (e.g., account team units [ATUs]) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners; engages C-Suite decision makers to support teams on opportunity discovery and acceleration; represents their team internally at Microsoft as they engages other internal stakeholders.

Leads their teams to identify and track new opportunities; leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory; coaches team members on interfacing with prospective customers to build network; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.

Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this; leads transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities; leads a virtual cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value; may lead partner integration into account/territory planning and customer engagements.

Scaling and Collaboration

Guides their team to build a network of partners to cross-sell, up-sell, and co-sell; leads the team to identify new partners, evaluate partner capabilities, and supports on-boarding new partners; facilitates the development of partner strategies and ensures execution; provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.

Coaches their team to learn about and apply the orchestration model; facilitates and leads internal communication and collaboration by identifying resources and removing barriers; contributes to the development of the orchestration model.

Technical Expertise

Supports their team on participating in Microsoft events; contributes to setting up the events and promoting best practice sharing across subsidiaries.

Coaches their team on business and market knowledge; leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors; acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

Qualifications

Required/minimum qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
Experience in proposing and consulting on cloud infrastructure solutions for customers.
Native-level Japanese and business-level English proficiency (English resume required)

Additional or preferred qualifications

Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
3+ years of people management 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.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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