- 15+ years IT consulting, Account Management in telecommunication industry, or related work experience.
- English skill is desirable.
- Synthesizes and combines various business and industry insights from their team, global best practices, proof points from experience/case studies with countries and/or regions, and deep industry expertise related to customers and their competitors to conduct forecasting and develop recommendations for managing accounts and subsidiary planning. Ensures that all levels of the organization provide alternate perspectives to enable customers to consider alternatives and adapt strategies, plans, business models, and solutions to insights. Orchestrates global teams to gather information, collaborate on performance markers, and identify potential risks in customer accounts. Brings in business and industry insights to address the broader business challenges for the customer and deliver solutions.
- Applies expertise in customer businesses. technology platforms, and maturity to build digital technology strategy with the customer that is aligned to business outcomes. Challenges customers' assumptions with constructive dialogue about their business and technology. Partners with customer and/or partners to provide innovative solutions in new industries, and to integrate Microsoft technology in their business.
- 難しい課題を解決していくことにやりがいを感じ、高い向上心を持っていること。
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Strategic Account Management - Shinagawa, 日本 - Microsoft
説明
Overview
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Provides service and solution guidance to clients, and orchestrates the interaction between clients and Microsoft resources to drive new opportunities, demand generation, Microsoft's market share, digital transformation, and the mapping of industry/business scenarios to Microsoft solutions. Acts as the Technology Mentor for the customer or "go-to" person in established, long-term relationships with technical and/or business decision-makers at the Chief X Officer (CxO) level. Leads customer partnerships and drives conversations with clients to present the strategic value of Microsoft solutions. Acts as a trusted technology advisor both internally and externally to integrate Microsoft technology in the customer's business. Gathers insights about client business and leverages existing architecture approaches to achieve Microsoft's agreed commitments to clients. Holds accountability for identifying the pathway and resources necessary for building a strategy.
◆エンタープライズコマーシャル組織について
マイクロソフトは、「Empower every person and every organization on the planet to achieve more.(地球上のすべての個人とすべての組織が、より多くのことを達成できるようにする)」という企業ミッションのもと、お客様の「デジタルトランスフォーメーション」を支援することを最重要活動のひとつとして取り組んでいます。
エンタープライズコマーシャル組織は、弊社最重要アカウント含むエンタープライズのお客様を担当し大きな戦略を描く部門です。自動車/運輸・金融・流通/小売り・通信/メディア・ゲームなど業界毎に分かれており、業界を俯瞰的に分析し、お客様のビジョンに対してマイクロソフトが持つソリューションをどう最適に組み合わせて提案する組織です。
◆Strategic Account Management の概要について
本ポジションでは、弊社でも最重要アカウントの1つであるエンタープライズ領域のテレコム業界トップクラスのお客様1社専属でAccount Technology Leadと連携してご担当頂きます。お客様のCEO、CIO、CTOといったエグゼクティブと信頼関係を作り、グローバル含めたお客様のビジネス課題解決及び、トランスフォーメーションを支える新しいテクノロジーを、社内の様々な組織とコーディネートしながら活動を行います。テレコム業界を通じて社会に変革を導き出す大きな大き役割を思っています。
Qualifications
Required Qualifications
Customer and Industry Insights
〇基本条件
・15年以上の関連した業務やビジネスコンサルティングまたは、アカウント/クラウドサービス営業のご経験
・IT関連企業でのエンタープライズビジネス経験
・優れたコミュニケーションスキル・リレーション構築スキル
・社内外の関係者をオーケストレーションすることができるリーダーシップ
〇歓迎スキル
・テレコム/E-Commerce/Fintech業界に精通しており、CxOレベルのステークホルダーと関係を構築し、提案することができる
・クラウド及びアプリケーションサービスの市場動向の知識
・クラウドやハイブリッドインフラ、アーキテクチャー設計、マイグレーションに関する経験
・IT関連の学士課程を修了していることが望ましい
〇求める人物像
・顧客の「デジタルトランスフォーメーション」を実現するために全力で支援をするマインド
〇語学力
・日本語:ビジネス上級レベル以上の日本語能力。読み書き会話。
・英語:ビジネスレベル英文文書の読解力。ビジネス会話ができれば尚可。
・リモートワーク:可
・勤務地:東京(出張:有)
Responsibilities
Account Management – Develops and oversees the execution of account plan(s) to ensure Microsoft revenue targets and customer business outcomes are met. Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer digital transformation strategies.
Customer Engagement – Proactively develops a deep understanding of the customer's industry priorities and presents Microsoft solutions based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
Sales Excellence – Leads and orchestrates extended virtual teams in each area of product set to consistently achieve growth in market share.
Industry Knowledge – Proactively builds and maintains a demonstrated knowledge of customers industry, associated business strategy, and key industry partners and solutions. Coordinate with internal industry experts to gather industry knowledge to improve outcomes for the customer.
★リーダーシップとオーケストレーション能力
・顧客のビジネスを深く理解し、社内の各ソリューションエリアと密に連携を取って新たなビジネスの機会を発掘する。
・アカウント担当グループ内に専属チームがありそのリーダーシップを執る。課題を自分事として捉え、クリアな目標設定を行いサポートする。
・洞察力を持って業界全体を把握し、顧客のクラウドビジネスでの成功のためにイノベーティブなアイデアを提案、実行する。
★実行能力
・4つのデジタルトランスフォーメーションの軸
(Business Transformation, Customer Engagement, Future of work, Digital Economy)と4つのソリューションエリア(Modern Workplace, Business Apps, Apps and Infrastructure, Data&AI)それぞれの案件を自らリードし、社内外含め様々なステークホルダーを巻き込みながら進めていく
・中長期的なビジネスプランを立て、営業目標に対し一貫性を持って達成する力。
・業界やビジネスにおける知識や洞察を活用して、顧客との会話をリードしアクションにつなげる。
・目標を遂行することで顧客の要件に見合った質の高いサービスを提供する。
・担当する業界及びお客様にインパクトを与え、マイクロソフトのバリューを最大化する。
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect
