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.ResponsibilitiesSales ExecutionUnderstand customers’ business challenges, clarify operational issues, and deliver value-based selling to demonstrate how Microsoft technology can drive business growth.Collaborate with partners and internal teams (such as Technical Sales Professionals and Global Black Belt) to present Microsoft solutions, including product demos, and identify technologies that address customer needs.Work with team members to accelerate deal closure by executing closing strategies, including timeline creation, customer engagement, securing buy-in and commitment, mitigating risks, and ensuring predictable outcomes.Partner with account teams, services, and other stakeholders to track new opportunities, validate qualification, and build a strong pipeline. Apply Microsoft’s sales process (MCEM) to assess opportunity quality and determine next steps.Scaling and CollaborationCollaborate with partner networks to drive cross-sell and up-sell of products, solutions, and services. Research customer scenarios to identify new partners and implement joint proposal strategies to expand business.Apply orchestration models and leverage relationships with stakeholders and partners (e.g., Enterprise Operating Units) to maximize impact.Technical ExpertiseBuild strong relationships across solution areas and with team members.Engage prospective customers and partners at events to expand external networks and act as a subject matter expert in one or more solution areas.Work with GTM teams to understand competitor products, solutions, and services, and execute strategies to position Microsoft effectively in customer conversations.Sales ExcellenceCollaborate with partners and internal resources to gain deep understanding of customers’ businesses. Support team members and explore new business opportunities.Gather formal and informal customer feedback, identify satisfaction drivers, and implement plans to maintain and improve them. Share insights with account teams.Work with sales, partners, and marketing to conduct business analysis (e.g., whitespace analysis, industry trend identification), pursue high-potential customers, and create targeted prospect lists.Manage pipeline for assigned territory, forecast for accounts, and develop portfolio and territory plans with guidance.Complete required training and obtain relevant product and role certifications aligned with responsibilities and industry focus.QualificationsSeveral years of experience in technology-related sales, consulting, or account management Proven track record in solution selling and building strategic transformation roadmaps across infrastructure, HCI, data center migration, VDI, and security. Experience with commercial customers is preferred. Exposure to application development, AI, and data innovation is a plus but not mandatory.Leadership Experience managing large-scale IT/Cloud engagements involving cross-solution workloads such as infrastructure, data migration, and application modernization.Azure Infrastructure and Security Services Strong understanding of the Microsoft Azure Cloud platform, particularly Microsoft infrastructure services, hybrid cloud technologies, developer tools and services, and/or complementary solutions.Consulting/Solutions Sales Experience Hands-on experience with infrastructure solutions such as IaaS, VMware, VDI, networking, SAP, hybrid cloud, and security solutions.Competitive Landscape Knowledge Familiarity with enterprise software solutions and the competitive landscape for cloud and data center infrastructure (e.g., AWS, GCP).Fluency in Japanese#JapanSMECMicrosoft 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.