About the role
Overview At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It's a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. Partner Solution Salesは、日本国内のSMB市場に対してAI/クラウドソリューションを提供する主要パートナーと、パートナーエコシステムを主体的に構築・育成し、パートナー各社との連携を通じてお客様への提供価値とビジネスインパクトの最大化を推進します。 社内外のさまざまなステークホルダーと連携しながら、需要創出、新たなソリューションやアイデアの市場展開、高品質なパートナーリレーションの確立をリードし、信頼関係に基づく円滑なプロセスを設計・推進します。 パートナーと営業チームをつなぐハブとして、業界別・ソリューション別の最新ユースケースや提案機会の認知を高め、複数アカウントに横断的に展開可能な新しいビジネス機会を創出することで、セールスの前進を支援します。また、パートナーおよび共同営業（Co-sell）関係者と能動的に連携し、適切なCo-sellプライオリティ設定とパイプラインカバレッジを担保することで、目標達成に向けた実行力を高めます。社内プログラムや各種リソースを最大限に活用し、パートナーCo-sellパイプラインのスピード向上と、推進上のボトルネック解消に貢献します。あわせて、Microsoftのセールスコンプライアンスや関連プロセスについて常に最新の知識を維持し、健全かつ信頼性の高いビジネス推進を実現します。
Responsibilities Collaboration & Co‑Sell（協業・Co-Sell 推進） 担当パートナーとの Co‑Sell 活動をリードし、セールスパイプラインの創出・拡大を推進 Microsoft およびパートナー双方の売上目標の達成／超過に向け、Co‑Sell 戦略の策定・実行を主導 社内外ステークホルダーと連携し、投資の最大活用、案件実行の加速、セールス推進を実現 新しいセールス手法・ベストプラクティスを市場に展開し、周囲へ影響力を発揮 クラウドソリューション領域別の Co‑Sell パイプラインを継続的に分析し、成果が低い領域については改善施策（CoE）を推進 パートナーのセールスケイパビリティ／キャパシティを把握・強化し、将来的な成長に向けた示唆を提供 パートナーインセンティブの活用状況とパイプラインへの影響を可視化し、パフォーマンス改善を促進 ソリューション領域別の目標進捗、四半期フォーキャストを管理し、収益責任の達成を担保 * Partner Engagement（パートナーエンゲージメント） Co‑Sell に関するベストプラクティスを、社内コミュニティやグローバルのピアと共有 サブジェクトマターエキスパート（SME）として、リスニングサークルやグローバル学習施策に貢献 日本市場におけるソリューション別のビジネス動向、顧客需要、関連リサーチを共有 優先パートナーと連携し、顧客の課題に基づく 新規ビジネスチャンスを創出 パートナー主導のパイプラインを適切に qualify し、セールスサイクルを通じて推進 投資レバー（プログラム・インセンティブ等）のパートナー活用を促進し、案件スピードを向上 * Partner Solution Area Sales Plan（ソリューション別販売計画） 優先パートナーと共に、ソリューション領域別の共同セールスプランを策定 複雑な顧客ニーズに対応し、四半期の収益目標達成に責任を持つ パートナーのクラウドソリューション販売体制・実行力を評価・把握 社内組織およびパートナー全体戦略との整合を取り、販売目標達成を推進 * Sales Process & Sales Management（営業プロセス・管理） ソリューションプレイの理解をパートナーに浸透させ、価値提案を提供できる体制を構築 パイプラインレビューを主導し、Microsoft のリソースを活用して案件の障壁を解消 投資・ファンディング等を組み合わせた高度な営業プランを設計し、パートナーをコーチ 主要パートナーとのビジネスレビューを実施し、合意した計画に対する責任を担保 Microsoft のコンプライアンスプロセスを理解し、遵守 ソリューション領域における 安定した RoB（Rhythm of Business）を確立 重要案件およびパートナー全体の売上を管理・支援し、目標達成に貢献 Collaboration & Co-Sell Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market. Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability. Partner Engagement Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand. Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution. Partner Solution Area Sales Plan Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s). Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Sales Process & Sales Management Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources. Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan. Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes. Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.
