2 days ago
Tokyo, JapanSenior
Responsibilities
- Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing customer endorsement of solution designs.
- Conduct solution envisioning sessions, business value assessments, discovery sessions, and customer-centric demonstrations.
- Build relationships with business and technical decision-makers, including CxOs, CIOs, CFOs, CMOs, and VPs of Sales.
- Address solution architecture considerations, handle competitive objections, and assist with formalizing customer proposals.
- Collaborate with account teams, Microsoft partners, other Technical Specialists, and Customer Success on deployment plans and key performance indicators.
- Identify customer-agreed business challenges and prioritized win themes based on business value.
Requirements
- At least 5 years of technical pre-sales for business applications or SaaS, or technical consulting experience.
- Experience with solution pre-sales for complex business application deals requiring coordination of large, dispersed, virtual teams.
- Knowledge of pre-sales practices including discovery, differentiated solution strategy, value-based selling, and product opportunity expansion.
- Ability to influence stakeholders across organizational boundaries through strong organizational, presentation, envisioning, writing, and verbal communication skills.
- Deep understanding of commercial cloud offerings, ideally Microsoft’s cloud platform, plus competitive knowledge of business applications and related ecosystems.
- Customer-facing business process experience in one or more industries including financial services, manufacturing, automotive, oil and gas, utilities, retail and consumer goods, healthcare, public sector, or media and communications.
- Experience with business value selling methodologies and practices that convey value and business outcomes.
- Excellent presentation and communication skills across varied customer stakeholders.
- A bachelor’s degree in computer science, information technology, or a related field plus 4+ years of relevant experience; or a master’s degree in a related field plus 3+ years; equivalent experience is also accepted.
- High self-awareness, reflection, and empathy are preferred.
Tech Stack
Categories
Solutions Engineering
About Microsoft
Microsoft develops operating systems, productivity software, cloud services, developer tools, and consumer devices for individuals, enterprises, and governments. Its main products include Windows, Microsoft 365, Azure, Visual Studio/GitHub, Xbox, and LinkedIn; revenue comes from software subscriptions and licenses, cloud consumption, hardware sales, and advertising. Founded in 1975 and headquartered in Redmond, Washington, Microsoft is a public company traded on Nasdaq.