Cloud & AI Specialist (Azure 営業) - Retail

1. Evaluate solution areas and markets, leverage AI-driven predictive analytics to forecast future market needs, and gain insights to align sales activities with customers' top priorities. Work collaboratively across organizations, including global teams, to support the development of solutions that enable AI- and cloud-driven transformation for existing and new customers, with a focus on integrating cutting-edge AI technologies and cloud services. 4. Pipeline Management & Forecast Accuracy Engage in internal pipeline reviews with stakeholders, utilize AI-powered analytics and forecasting tools to improve accuracy, and drive achievement of revenue targets. 5. Security-Aligned Sales Strategy Sales Execution: Manage your territory as a business and investing in your own skills + continous self development to remain top of your Infrastructure game. We encourage thought leadership, and we encourage all our employees to continuously maintain and enhance their technical, business value, sales, professional skills and competitive readiness. You will therefore be required to attain and maintain required certifications. Scaling and Collaboration: Ability to collaborate with a network of partners and internal stakeholders to cross-sell and up-sell. Skilled in researching and discussing with partners on customer scenarios, developing joint proposal with partners, and contributing to developing partner strategies to address gaps in partner capabilities. You will win the customer's decision for sales opportunities and consumption scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making. Sales Excellence: Spend time with customers identifying and surfacing new engagements that align with the customer's business strategy. You will be required to be disciplined in business-management, adaptable to a culture of accountability and build a strong and active business network. Deliver Results Through Teamwork: Ability to identifying customers and operational needs in partnership with other teams including global colleagues in different industries. Skilled in setting priorities, removing barriers and obstacles, and allocating resources. 5+ years technology-related sales or account management experience ◦ OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience. 7+ years technology-related sales or account management experience ◦ OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience ◦ OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience. Details are here; Engages in conversations with customers to introduce how our workloads especially in areas such as AI, data, security, could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement. Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, architects, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams. For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes. Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business. Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. Effective territory/account management: planning, opportunity qualification and creation, analysis, value engineering, services/partner engagement, opportunity management, pipeline management and deal negotiation. Problem Solver. Ability to solve customer problems through cloud technologies. Business Value. Ability to utilize tools such as the Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool to generate consumption project cost estimates and demonstrate Cloud economic value to customers, is preferable. Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence. Azure OpenAI and generative AI in general including competitive solutions. Azure Infrastructure and Security Services. Consumption Project Management. Experience leveraging cloud adoption methodologies and frameworks to structure application migration projects, targeting MACC agreement. Prior work experience in a Consulting/Solutions Sales position working with Infra solutions ranging from IaaS, VMware, VDI, NW, SAP, Hybrid Cloud and Security solutions Technical Frameworks. Ability to leverage technical frameworks such as the Cloud Adoption Framework for Azure to guide customers and partners through the cloud adoption journey Leadership. Experience leading large Public Sector cloud engagements, especially those involving Data migration and application modernization projects Competitive Landscape. Knowledge of enterprise software solutions and cloud and datacenter infrastructure competitor landscape including AI solution competitors. Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs