Solution Sales Specialists - AI Business Solution & Business Process

The AI Business Solutions division of the SME&C department’s Corporate segment (mainly small and medium-sized enterprises) is building a digital-first organization in collaboration with partners, led globally, with the aim of empowering customers through the unique value of Microsoft’s cloud, centered on generative AI technology. SME&C, one of the fastest-growing customer segments, is poised to become Microsoft’s next $100 billion business.

As a member of local subsidiaries or digital sales centers worldwide, you will support customers in identifying and achieving their business goals through best-in-class digital engagement and co-selling with partners. You will also have opportunities to collaborate cross-functionally while practicing the shared priorities of SMC, generative AI technology, and digital sales culture: diversity and inclusion, well-being, sustainability, and learning. If you are passionate about customer-centricity and digital-first solutions powered by generative AI, and want to learn about the value we deliver daily to customers, partners, and each other, we invite you to join us.

The SME&C AI Business Solution Business Process division is now recruiting Solution Sales Specialists (Dynamics 365, PowerPlatform, and Copilot). This role specializes in Copilot solutions such as Dynamics 365, PowerPlatform, and Copilot Studio within the SME&C division. You will be responsible for some of the most important customers within corporate organizations. You will drive the momentum of digital transformation for customers, partners, and Microsoft by selling best-in-class cloud services and platforms to managed customers, which are strategic business priorities for Microsoft.

Take this opportunity to hone your solution sales and collaboration skills, deepen your expertise in Microsoft’s generative AI solutions such as Copilot and Agent, and accelerate your career growth. This role offers flexibility, with up to 50% remote work possible.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. Microsoft employees have a growth mindset, innovate to empower others, and collaborate to achieve shared goals. Every day, we create a culture of inclusion based on the values of respect, integrity, and accountability, where everyone can thrive both at work and beyond.

Required/Minimum Qualifications

• 8+ years of corporate sales/account management experience in the business applications domain
• Native-level Japanese proficiency

Additional or Preferred Qualifications

• 2+ years of sales experience in ERP/CRM domain

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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Sales Execution

• Understand customers’ business challenges, clarify operational issues, and conduct value selling to show how Microsoft technology can contribute to their business growth.
• Collaborate with partners and internal teams (such as Technical Sales Professionals and Global Black Belt) to introduce Microsoft solutions, including product demos, to identify technologies that can address customer challenges.
• Work with other team members to implement strategies that accelerate deal closing. Execute closing plans (such as creating timelines, engaging customers, obtaining customer buy-in and commitment), mitigate risks, and drive predictable deal closures.
• Map external stakeholders, such as decision-makers and influencers. Participate in communications with decision-makers or subject matter experts in customer and partner businesses, together with account teams (e.g., Account Executives).
• Engage in conversations with customers to introduce how other workloads can realize digital transformation areas tailored to their industry. Collaborate with partners and services to initiate discussions with customers about digital transformation in solution areas. Share learning about digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborate with account teams, partners, or services to track new opportunities and confirm qualification. Work with other teams (such as account teams) and services to build pipelines. Apply Microsoft’s sales process (MSP) to assess opportunity quality and decide whether to proceed.

Scaling and Collaboration

• Collaborate with One Commercial Partner (OCP) and partner networks to cross-sell and up-sell products, solutions, and services. Identify new partners by researching customer scenarios and discussing with partners. Implement partner strategies for joint proposals to expand business.
• Apply orchestration models and leverage relationships with stakeholders and partners (e.g., Enterprise Operating Units).

Technical Expertise

• Build relationships with colleagues and team members beyond solution areas. Network at technical community events.
• Initiate conversations with prospective customers/partners at events to expand external networks. Act as an expert in one or more solution areas.
• Understand competitors’ products, solutions, and services in collaboration with GTM, and implement strategies to establish Microsoft’s position against competitors in customer communications.

Sales Excellence

• Collaborate with partners and resources to learn about customers’ businesses. Support team members and explore business and new opportunities.
• Seek customer feedback (formal and informal), identify and understand satisfaction factors, and execute plans to maintain and continue them. Share feedback with account teams.
• Collaborate with sales teams, partners, and marketing to conduct business analysis (such as whitespace analysis and identifying industry trends), pursue high-potential customers, and create target lists for potential business.
• Manage pipeline for assigned territory. Forecast for assigned accounts and, with guidance, develop portfolio and territory plans.
• Complete required training and obtain relevant product and role certifications aligned with your role and workload/industry.