Jobs for People with MS: National MS Society

CRM やERP、Lowcodeといった幅の広い Microsoft ビジネス アプリケーション セールス スペシャリストとして、セールス組織内でお客様の変革をリードしていただきます。主要顧客の C-Suite エグゼクティブ、IT リーダー、ビジネス意思決定者と強力な関係を築き、ビジネス価値の洞察をもたらし、イノベーションを加速するソリューションを構想することを目的にビジネスをリードしていきます。アカウント チーム、マーケティング、エンジニアリング、カスタマー サクセス チーム、に支えられた専用のセールス コミュニティの一員となり、ビジネス アプリケーション分野を推進します。ソリューションの販売プロセスを主導し、専門家、パートナー、その他のリソースを活用して、顧客の成果を成功に導きます。One Microsoft 、競合他社の差別化、顧客へのアプローチ、ソリューション提案など営業全般の業務に従事します。Microsoft ベスト プラクティスをベースに、適格なパイプラインを生成し、業績目標を達成する責任を負います。

In Digital Enterprise Sales, 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.

As a Microsoft Business Applications Sales Specialist with a broad range of skills in CRM, ERP, and Lowcode, you will lead customer transformation within the sales organization. You will build strong relationships with key customer C-Suite executives, IT leaders, and business decision makers, and lead the business in envisioning solutions that deliver business value insights and accelerate innovation. You will be part of a dedicated sales community supported by the account team, marketing, engineering, and customer success teams, and drive the business applications space. You will lead the solution sales process and leverage experts, partners and other resources to ensure customer success. You will be responsible for all sales activities, including One Microsoft, competitive differentiation, customer approach, and solution proposals. You will be responsible for generating a qualified pipeline and achieving performance goals based on Microsoft best practices.

Responsibilities

The following are the primary responsibilities of the Solution Area Specialists:

-Account Planning and CXO/BDM Engagement with CRM and ERP expertise.

-Develop and maintain customer account plans for all the accounts in your designated territory which includes white space analysis, current customer solution and technology footprint/landscape, customer pains, competitive landscape, and industry trends.

-Deliver quality account and quota retirement territory plans.

-Drive BDM/CXO connections/engagements with Business Value Insights and value proposition of CRM and ERP at scale.

-Build & maintain qualified pipeline coverage by translating BDM priorities to initiatives.

-Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and v-team accountabilities.

-Deliver compelling board-level proposals with commercial options aligned to customer transformation plan.

-Create business outcome, industry thought leadership customer stories and references

-Leverage the Microsoft partner ecosystem to scale and complement solution selling.

Qualifications

• 5+ years of solution sales or account management experience.

• Language fluency both in Japanese and English (English resume required)

Additional or Preferred Qualifications

Most Preferred:

Aptitude for vigorous sales activities with high quality and quantity from a customer obsession mindset.

Understanding and business experience with CRM, ERP and similer business applications.

Preferred:

7+ years of solution sales or account management experience.

Experience with selling SaaS, cloud-based solutions to large enterprise accounts and exceeding sales targets. (Even if not have SaaS experience, business application experience is preferable.) Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.

Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.

Understanding and low-code / no-code platform and RPA solutions.

Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.

Deep Understanding of:

Expert understanding and 1 - 2 years’ experience selling into one of the following industries: Manufacturing

Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, including competitors and related ecosystems. The security, regulatory and compliance needs of global customers.

Desired Skills:

Design Thinking and Solution Envisioning

Strong presentation, white-boarding, and communication

Passion and commitment for customer success

Ability to maintain a high level of productivity, manage multiple competing priorities, work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.

Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.

Problem-solver, ability to work in a rapidly changing environment.

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) .