About the role
本ポジションは、戦略優先度に沿った継続的な販売実績の積み上げと、パートナーエコシステムへの貢献を通じて次のレベルへのキャリア成長を目指す方にとって最適なフィールドです。フレキシブルな勤務形態（リモート・ハイブリッド対応）での就業が可能です。 ----- Cloud & AI Platform (Azure) Solution Sales Professional is responsible for leading AI transformation initiatives for enterprise customers by driving infrastructure modernization, AI agent adoption, and data platform transformation to maximize business value. In this role, you will independently manage both internal-use and external-facing business opportunities across a designated global technology customer. Success requires the ability to engage deeply with customer industry priorities, uncover strategic business challenges, and translate opportunities into measurable business outcomes. This position is ideal for a highly motivated sales professional seeking career growth through consistent business performance, strategic account leadership, and active contribution to the broader partner ecosystem. Flexible work arrangements, including remote and hybrid work options, are supported. 必須要件 テクノロジー企業におけるソリューション営業・アカウント営業の実務経験 四半期・年間の収益目標を継続的に達成・超過してきた実績 大手エンタープライズ顧客との複雑な商談・契約交渉の経験 MCEMまたは類似のエンドツーエンド営業プロセスフレームワークを活用したテリトリー管理の実務経験 競合分析を踏まえた差別化提案・クロスソリューションポジショニングの経験 顧客エグゼクティブ（CxOレベル）へのプレゼンテーション・ビジネスケース提案の経験 エンタープライズ企業におけるAI変革、クラウドモダナイゼーション、およびビジネス価値創出（Value Realization）フレームワークに関する深い知識と理解 MBA、情報技術系修士号、または学士号＋8年以上のテクノロジー営業経験（もしくは12年以上の経験） Cloud Native、AI Platform・データ分析ソリューションのグローバルエンタープライズへの販売経験 ソリューション・サービス営業における6年以上の実績 グローバールチーム、Customer Successチームとの共同案件推進経験 Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or a related field and 8+ years of technology sales, solution sales, or account management experience; OR 12+ years of equivalent professional sales experience. Proven track record of consistently achieving or exceeding quarterly and annual revenue targets. Experience managing complex sales cycles, negotiations, and strategic engagements with large enterprise customers. Demonstrated experience managing territories using MCEM or comparable end-to-end enterprise sales methodologies. Experience developing differentiated customer value propositions based on competitive analysis and cross-solution positioning strategies. Executive presence with proven experience presenting business cases and strategic recommendations to C-level stakeholders. Strong understanding of enterprise AI transformation, cloud modernization, and business value realization frameworks. MBA, Master's Degree in a technology-related discipline, or Bachelor's Degree with 8+ years of technology sales experience; OR 12+ years of equivalent professional experience. Experience selling cloud-native, AI platform, data analytics, or digital transformation solutions to global enterprise organizations. 6+ years of demonstrated success in solution-based and services-led sales. Experience working across global virtual teams, customer success organizations, and partner ecosystems to drive business outcomes. 1. 顧客エンゲージメント 顧客がグローバルサービス企業という業種であることを踏まえた、顧客の事業戦略に沿った対話を通じ、潜在的なビジネス課題を特定し、Azure ソリューションの価値を訴求することで商談機会を創出・成約へ転換する 顧客の背景やビジネス文脈を理解した上で、好奇心を持ってオープンな質問を投げかけ、顧客自身に課題を語ってもらう。その対話を通じて解決策を共同創造していく。 ホワイトボーディング・デモ・ソリューションストーリーテリングを活用し、ビジネス層・技術層双方の意思決定者に対して説得力のある提案を行う Azure Pricing Calculator、ROI/TCOツールを用いて明確なビジネスケースを構築し、顧客の投資意思決定を加速する Develop a deep understanding of customers' business context, challenges, and strategic objectives. Facilitate collaborative discussions to co-create innovative and impactful solutions that drive measurable business outcomes. Deliver compelling value propositions to both business and technical decision-makers through whiteboarding sessions, solution demonstrations, and impactful storytelling. Build compelling business cases using Azure Pricing Calculator, ROI, and TCO tools to accelerate customer investment decisions and executive sponsorship. Collaborate with account teams, global technical specialists, customer success managers, solution architects, and partners to develop and execute closing strategies for strategic opportunities. Analyze account plans, installed solution portfolios, and consumption patterns to refine data-driven sales strategies and drive quarterly revenue attainment. Develop and execute territory strategies aligned with key business priorities, including Azure Infrastructure Modernization, AI Platforms, and Data Estate Transformation. Contribute to organizational excellence by nominating customers for programs such as Azure Frontier Accelerate and Cloud Accelerate Factory, while sharing best practices across the sales community. Generate new pipeline through proactive outbound prospecting, executive briefing programs, industry events, and strategic customer engagement. Collaborate with strategic partners to create new business opportunities and expand revenue across the broader ecosystem.
