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その推進を担うSolution Sales Specialistは、グローバルプラクティスやネットワークを活用・応用しながら、ソリューションカットでITソリューションを提案営業し、お客様のビジネスの発展を支え・エンジンとなるITをトランスフォーションすることにより、新しい価値を生み出す推進役です。最新のテクノロジーをグローバルレベルで携わり実現したい方、応募をお待ちしています。
担当ソリューション：Azure Infrastructure、Security
Solution Sales Specialist, Azure Infrastructure and Security (SSSP) : is responsible for positioning, crafting and selling our Azure Infrastructure and Security solutions to targeted Microsoft Customers.
You will develop deep relationships with local Microsoft account teams and build strong customer relationships with Line of Business and Chief-Level Executives (CxO) decision makers to target cloud-based solutions that address the primary business objectives of our Top, Relationship, and Managed Accounts. You will help customers realize value by accelerating sales, driving deployment, securing adoption and ensuring consumption by designing cloud-based solutions for our customers.
The Azure Infrastructure and Security SSSP plays a critical role in driving Microsoft’s Public Cloud, Hybrid Cloud and Private Cloud Solutions aligned to customer strategic priorities. You will understand security solutions and cyber security solutions to address customer security initiatives.
The SSSP role is responsible for Opportunity Management (50%), Relationship Management (20%), Business Management (20%), and Planning Management (10%).
• This role requires a seasoned solution sales professional with a deep understanding of solution sales and the ability to solve customer business needs through the innovative application of cloud-based business solutions.
• Broad industry knowledge is required along with a deep understanding of the technology platform and how to design solutions based on the Microsoft Cloud. Proven experience in driving complex solution sales in a competitive environment against industry competitors others is required.
• Candidates will engage with major customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to position Microsoft cloud-based solutions, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cloud-based solutions.
• The successful candidate must have proven experience in driving complex competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across Strategy, Consulting and Support.
• This role requires an individual who is results-oriented, proactive, confident under pressure, and has demonstrated skills in solution sales. Strong leadership skills, strategic planning, excellent communication, virtual-team engagement, time management, pursuit planning, negotiation skills and presentation skills are essential.
• An in-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital.
• The candidate must have proven ability in increasing Service footprint at their customers resulting from solid growth plans and strategies.
• The successful candidate must possess strategic thinking, communication/presentation skills and organizational agility to guide customers through multi-year initiatives.
• The candidate must have proven experience in selling enterprise solutions in an industry vertical context, ideally one or more of Financial Services, Retail, Oil & Gas or Public Sector.
• This role requires strong virtual team influence and integration skills, working with the Account Teams as well as Marketing teams to drive demand generation.
• The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Azure Applications, Insights and loT solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events.
• Experience in the following technology solutions is an asset: Virtualization, storage, networking, Azure Applications, Mobile Applications, Data Insights architecture and design, Big Data, Hadoop, Azure Infrastructure as a Services (IaaS), and Azure Platform as a Services (PaaS).
Business Management:
• Drive and close solution sales across our largest and most complex clients to increase market penetration and drive revenue growth.
• Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
• Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account Teams.
• Contribute to company’s growth commitment by driving opportunities to successful closure and achieving 100% attainment of deal based revenue incentive objectives.
• Positively impact the Services Scorecard Revenue and Wins targets.
Relationship Management:
• Develop relationships with customer CxO level Business and Technical Decision Makers. Drive solution sales scenarios through understanding the customer, the industry, and the competition.
• Map customer business needs to Microsoft solutions providing a differentiating value proposition.
• Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams and aligned to account plan strategy.
• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
Opportunity Management:
• Develop and accelerate pipeline of opportunities to closure.
• Advise customer Decision Makers how to best realize the value of their Microsoft cloud platform investments through innovation, implementation and productive use.
• Support demand generation plans with marketing to ensure quality early stage pipeline.
• Lead the opportunity from 20% to 80% Microsoft Sales Process (MSP) in Top, Relationship, and Managed accounts. Actively manage opportunities through the Microsoft Sales Process through to closure.
• Lead the Opportunity Review Board (ORB) to improve opportunity qualification and win rates.
• Execute MSP with discipline across the sales lifecycle for all opportunities and ensure highest standard of excellence in qualifying opportunities.
Pipeline Health:
• Maintain a healthy pipeline to ensure appropriate velocity and coverage to meet quota. Prepare for regular pipeline reviews to ensure you can articulate the health and quality of pipeline, learnings from wins and losses, and escalations for support to improve win rate.
• Achieve minimum close rate and Pre-Sales ROI by improving deal qualification process.
• Complete the company’s Win/Loss assessment for all opportunities and share key learnings on a monthly basis.
• Develop, capture, and publish IP developed to lower cost of sales and accelerate velocity.
• Use internal repositories, Microsoft press and related publications, as well as external trade publications as platforms for broad base communication.
Planning Management:
• Create a sales plan to develop a pipeline of solutions for our customers. Build compelling proposals that address key customer requirements, pain points resulting in increased revenue and market share.
• Align with Services Delivery Teams, Sales teams, PreSales Lead, Architect and Technical Account Manager to align opportunities with existing account planning and activities.
• Work closely with the Area and/or Subsidiary communities to identify and agree target customers to focus on.
• Develop win strategies for qualified opportunities.
Education, Experience:
• Candidates are required to have an advanced degree (MBA, Masters, BA/BS) or equivalent work experience combined with a minimum of 10 years working experience in consulting/SI environments with proven experience in successful solution presales for delivery projects.
• Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
Sales Competencies:
• Ability to develop executive level relationships
• Account Planning and Strategic Planning
• Industry / Competitive Knowledge
• Rigorous opportunity management and ability to forecast business accurately
• Customer Business Value
• Strategic Selling Skills – Craft and position complex business solutions with a winning value proposition
• Strong sales closing attitude and skill set
Microsoft Core Competencies:
Sales Excellence
Collaboration
Leadership
Influencing for Impact
Challenger Mentality
Adaptability
Drive for Results
Judgement
Customer Focus
Strategic Selling
Sales:
• Complex Solution Sales training (e.g., Shipley Methodology & Spin), Sales Methodologies (equivalent to MSP), Sales tools including Account Planning, Customer Relationship and Opportunity Management (e.g. CRM), Complex Deal structuring (e.g. QADC)
• Azure Pitch Perfect Certification Training
Business:
• Business development, Negotiation, Financial analysis, Pipeline Management
IT:
• IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI)
Language:
Japanese-Fluent Level (Spoken/Written), English-Business Level(Spoken/Written)
Location: Tokyo, Japan
＊Microsoft is an equal opportunity employer and supports workforce diversity.
Sales