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◆エンタープライズコマーシャル組織について

マイクロソフトは、「Empower every person and every organization on the planet to achieve more.（地球上のすべての個人とすべての組織が、より多くのことを達成できるようにする）」という企業ミッションのもと、お客様の「デジタルトランスフォーメーション」を支援することを最重要活動のひとつとして取り組んでいます。

エンタープライズコマーシャル組織は、弊社最重要アカウント含むエンタープライズのお客様を担当し大きな戦略を描く部門です。自動車/運輸・金融・流通/小売り・通信/メディア・ゲームなど業界毎に分かれており、業界を俯瞰的に分析し、お客様のビジョンに対してマイクロソフトが持つソリューションをどう最適に組み合わせて提案する組織です。

◆Sales Manager for Strategic Account の概要について

本ポジションでは、弊社でも最重要アカウントの1つであるエンタープライズ領域の流通業界トップクラスのお客様を複数社担当する10名弱のチームを束ねる営業本部長のポジションとなります。お客様のCEO,CIO,CTOといったエグゼクティブと信頼関係を作り、弊社本社とも強固に連携しお客様の課題解決及びトランスフォーメーションを支える新しいテクノロジーを、社内の様々な組織とコーディネートしながら活動を行います。

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 Execution

• Brings impactful industry insights into customer engagements and helps close 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. 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.

• Leads their teams to identify and track new opportunities. Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) 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.

• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts) and to engage customers to drive consumption and provides guidance on how to grow customer business.

• Guides and orchestrates their team on communicating with customers to understand their business needs or participates in customer interactions with the team. Coaches the team on the development of solutions. Oversees the team in creating solutions in collaboration with partners or technical resources and peers to meet customer needs.

• Collaborates with other managers to support their team and/or other teams (e.g., account team unit (ATU), specialists team unit (STU)) to identify and engage internal and external senior business or subject matter decision makers. Proactively builds external stakeholder's mapping and represents their team internally at Microsoft as they engage other internal stakeholders.

• Communicates strategies to their team to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Ensures their team execute deal plans that are aligned with account strategy. Coaches others on the implementation of 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.

   

Scaling and Collaboration

• Guides their team to build a network of partners to cross-sell and up-sell. Helps the team identify new partners and evaluate partner capabilities. Communicates partner strategies to the team and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities.

• Coaches their team to learn about and apply the orchestration model. Facilitates internal communication and collaboration by identifying resources and removing barriers.

   

Sales Excellence

• 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.

• Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues. Reviews feedback report and establishes recovery action plans to improve clients' overall experience.

• 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.

• Guides their team in business analysis (e.g., whitespace analysis, identify industry trends) and supports the team to identify potential business in the assigned territory. Acts as a thought leader and clears opinions and perspectives from business analysis.

• Oversees the end-to-end business of the assigned territory. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.

Qualifications

〇基本条件

・35年以上のセールスマネジメント経験

・10年以上の関連した業務やアカウント営業経験

・IT関連企業でのエンタープライズビジネス経験

・優れたコミュニケーションスキル・リレーション構築スキル

・CxOレベルのステークホルダーと関係を構築し、提案のご経験

・社内外の関係者をオーケストレーションすることができるリーダーシップ

・国内外の社内ステークホルダーと関係構築ができるコミュニケーションスキル

〇歓迎スキル

・流通業界に精通しており、流通業における課題理解と解決に向けたインダストリーソリューション提案能力

・クラウド及びアプリケーションサービスの市場動向の知識

・クラウド業務アプリケーション・ソリューション提案能力

〇求める人物像

・難しい課題を解決していくことにやりがいを感じ、高い向上心を持っていること

・顧客の「デジタルトランスフォーメーション」を実現するために全力で支援をするマインド

・アカウント戦略を考え、遂行する能力を持ち合わせている方

〇語学力

・日本語：ビジネス上級レベル以上の日本語能力。

・英語：ビジネスレベル

＜勤務形態＞

・リモートワーク：可

・勤務地：東京(出張：有)

＜福利厚生＞

マイクロソフトの福利厚生 - 日本マイクロソフト キャリア採用情報 (microsoft.com) (https://www.microsoft.com/ja-JP/mscorp/mid-career/benefit.aspx)

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .