クラウド & AI プラットフォーム 統括本部では、大手小売顧客を担当するAzure ソリューションスペシャリスト（Azure ソリューション営業）を募集しております。 お客様のビジネスを理解し、新たな顧客体験の創出・業務生産性の課題解決など顧客課題に対して最適なクラウドソリューションを提案・導入までリードする役割です。CxOレベルの意思決定者との関係構築を通じて、インフラ、アプリケーションやデータの移行・モダナイゼーション、業務アプリケーションの開発・導入提案、インテリジェントデータプラットフォーム提案など、AIおよびクラウド主導の変革を支援します。社内の営業・技術チームやパートナー企業と連携しながら、案件創出から導入、利用拡大まで、Azure利用を最大化する役割を担います。求める人物像は、クラウド技術に精通し、顧客との信頼関係を築けるコミュニケーション力と、変化を楽しみながら成果にこだわれる方。小売業界の知見・経験や、ハイタッチ営業経験をお持ちの方は特に歓迎します。挑戦と成長を楽しめる方のご応募をお待ちしています。 詳細は英語のJDをご覧ください **Responsibilities** Customer Engagement Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Leverages expertise in strategy development to empower teams in securing complex, high-value deals. Drives collaboration across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle. Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory. Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams, resources and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads team on leading partner organization connections (i.e. GPS) that lead to enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale. Sales & Pipeline Management Sets the direction for business analysis and the emerging opportunities to refine the customer portfolio and foster customer innovation across multiple teams. Advocates for the adoption of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth across the territory. Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Directs teams in refining partner engagement for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle. Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals. Sales Strategy Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Empowers teams to drive cross-functional collaboration to propose solutions and strategies that resonate with and drive customer business objectives. Drives the identification and resolution of gaps, enhancing market engagement and maximizing sales execution. Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Acts as a resource for and drives team on crafting and refining strategies and engaging with customers to distinguish Microsoft’s offerings in the competitive landscape. Leads team on acting as a subject matter expert and trusted advisor for strategic customers and orchestrating the adoption of innovative technologies and solutions that align with their goals align and advance their strategic goals and drive digital transformation. Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Translates and provides guidance on complex market intelligence, trends, and insights across multiple teams. Leads team in refining and evolving market analysis methodologies to ensure proactive alignment with strategic directives and evolving market trends. Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Serves as a key point of contact and ensures strategic collaboration with internal senior stakeholders within and across organizations to maximize customer success. Directs partnerships with account teams and customers to discuss the use of technological advancements for market influence. Champions and reinforces security principles in customer interactions, opportunity, and pursuits to uphold trust and compliance standards. Models for and coaches team on, and develops a team consumption/usage strategy for driving seller behaviors that include support solutions in every solution sale in collaboration cross organizationally as part of rhythms and scrums. **Qualifications** Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience. Additional or preferred qualifications Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience. 6+ years solution or services sales experience. 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) .