Senior Services Sales Manager

Overview

As our customers embark on their digital and AI transformation journeys, they look to us to partner with them, and to provide them with invaluable guidance and insights into specific business and technology challenges they are facing. Often, these are substantial, complex problems that require innovative, industry and business function-focused solutions, and delivery excellence on a large scale.

Here is where the real opportunity is for you and your career.

We are looking for a Manager or Senior Manager of Microsoft’s One Services Sales organization for Japan, who will be accountable for overall business performance within the organization, overseeing the entire life cycle of consultative value selling engagements with our customers.

The role is accountable for co-defining the go-to-market strategy in alignment with Microsoft Japan’s Account Team Units (ATU) strategies and account plans as well as the Cloud & AI Specialist Team Units’ (STU) solution sales plays, generating demand for Microsoft’s One Services Portfolio encompassing FDE, Advisory, Implementation, and Support services, pursuing the qualified opportunities to close, managing the health of overall opportunity portfolio and sales operational excellence, and building targeted customer executive relationships, all under the customer first mindset and customer value-driven principle in order to accelerate the customers digital and AI transformation journeys leveraging the power of Microsoft technologies.

The role is accountable for

Business Leadership

• Make the market with high-quality area (Japan), account, and solution area domain planning that drives customers’ digital and AI transformation agenda in Strategic and Upper Major Accounts, help accelerate the shaping and planning of your customer’s transformation roadmap in consultative fashion, resulting in services engagements that maximize customer value and cloud consumption.
• Closely partner and collaborate with ATU, STU, Strategic Partnership Team (SPT), Industry Advisors (IA), Forward Deployed Engineers (FDE), Customer Success Units (CSU), and other organizations within Microsoft ecosystem to create a One Microsoft Solutions and Services experience for your customers.

Business Execution

• Fulfill quarterly and annual sales quota commitments for net new services sales for FDE, Unified Enhanced Solutions, Consulting & Implementation as well as single/multi-year Support Contract Renewal by managing your business to deliver on financial accountabilities.
• Know your scorecard accountabilities, have a “workback” plan to attain a green scorecard, and lead the operating rhythm and cross-organizational collaboration necessary to impact consumption growth and Microsoft business priorities.
• Understand joint accountabilities and how your business interoperates within the Microsoft ecosystem. Support and influence systemic business improvements across organizational boundaries and drive closer collaboration with ATU / STU / SPT / FDE / CSU leadership in Japan as well as Regional and Global leadership.
• Collaborate with the Services Sales Excellence Lead, Services Go-To-Market Lead, and Finance Controller/Business Partner to drive pipeline discipline, execution excellence, and reporting accountability across the Services Account Executives (SAEs) within your span of control.

People Leadership

• Be a Change Leader, Player Coach and create a learning culture within your business. Lead with the Model-Coach-Care framework and hold your team members accountable for the same.
• Lead by example through the demonstration of Microsoft Leadership Principles.
• Attract, develop, and retain the best talent in the industry.

Qualifications

• Experience as a consulting services sales leader on an Area/Domain Leadership team, building a strong network with CxOs in Enterprise accounts to guide and council on industry / business / technology solution trends, and driving customer requirements consulting service delivery teams.
• Extensive people leadership experience; inspiring and fostering a culture of customer centricity; attracting, developing, and retaining deep technical resources as well as business and project management resources.
• Full financial and scorecard responsibility for professional services and support businesses.
• Strong management, communication, execution skills; track record of owning a business area and exceeding results, establishing a strong voice to drive transformational change across the organization.
• Extensive experience in managing complex, project-based resources, dealing with ambiguous situations with can-do attitude across enterprise customers.
• Extensive experience in strategizing and executing difficult customer negotiations for large/complex support contract renewal.
• Experience running a disciplined, weekly customer and business review process with cross-functional teams, identifying and prioritizing blockers, and driving resolution through product development and engineering teams.
• Proven ability to communicate effectively in both Japanese and English, delivering clear, concise, and compelling messages to internal and external stakeholders at all levels, including senior executives.

Additional information

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.