パートナーと営業チームをつなぐハブとして、業界別・ソリューション別の最新ユースケースや提案機会の認知を高め、複数アカウントに横断的に展開可能な新しいビジネス機会を創出することで、セールスの前進を支援します。また、パートナーおよび共同営業（Co-sell）関係者と能動的に連携し、適切なCo-sellプライオリティ設定とパイプラインカバレッジを担保することで、目標達成に向けた実行力を高めます。社内プログラムや各種リソースを最大限に活用し、パートナーCo-sellパイプラインのスピード向上と、推進上のボトルネック解消に貢献します。あわせて、Microsoftのセールスコンプライアンスや関連プロセスについて常に最新の知識を維持し、健全かつ信頼性の高いビジネス推進を実現します。
Responsibilities
Collaboration & Co‑Sell（協業・Co-Sell 推進）
担当パートナーとの Co‑Sell 活動をリードし、セールスパイプラインの創出・拡大を推進
Microsoft およびパートナー双方の売上目標の達成／超過に向け、Co‑Sell 戦略の策定・実行を主導
社内外ステークホルダーと連携し、投資の最大活用、案件実行の加速、セールス推進を実現
新しいセールス手法・ベストプラクティスを市場に展開し、周囲へ影響力を発揮
クラウドソリューション領域別の Co‑Sell パイプラインを継続的に分析し、成果が低い領域については改善施策（CoE）を推進
パートナーのセールスケイパビリティ／キャパシティを把握・強化し、将来的な成長に向けた示唆を提供
パートナーインセンティブの活用状況とパイプラインへの影響を可視化し、パフォーマンス改善を促進
ソリューション領域別の目標進捗、四半期フォーキャストを管理し、収益責任の達成を担保
Partner Engagement（パートナーエンゲージメント）
Co‑Sell に関するベストプラクティスを、社内コミュニティやグローバルのピアと共有
サブジェクトマターエキスパート（SME）として、リスニングサークルやグローバル学習施策に貢献
日本市場におけるソリューション別のビジネス動向、顧客需要、関連リサーチを共有
優先パートナーと連携し、顧客の課題に基づく 新規ビジネスチャンスを創出
パートナー主導のパイプラインを適切に qualify し、セールスサイクルを通じて推進
投資レバー（プログラム・インセンティブ等）のパートナー活用を促進し、案件スピードを向上
Partner Solution Area Sales Plan（ソリューション別販売計画）
優先パートナーと共に、ソリューション領域別の共同セールスプランを策定
複雑な顧客ニーズに対応し、四半期の収益目標達成に責任を持つ
パートナーのクラウドソリューション販売体制・実行力を評価・把握
社内組織およびパートナー全体戦略との整合を取り、販売目標達成を推進
Sales Process & Sales Management（営業プロセス・管理）
ソリューションプレイの理解をパートナーに浸透させ、価値提案を提供できる体制を構築
パイプラインレビューを主導し、Microsoft のリソースを活用して案件の障壁を解消
投資・ファンディング等を組み合わせた高度な営業プランを設計し、パートナーをコーチ
主要パートナーとのビジネスレビューを実施し、合意した計画に対する責任を担保
Microsoft のコンプライアンスプロセスを理解し、遵守
ソリューション領域における 安定した RoB（Rhythm of Business）を確立
重要案件およびパートナー全体の売上を管理・支援し、目標達成に貢献
Collaboration & Co-Sell
Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market.
Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Partner Engagement
Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand.
Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity
Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.
Partner Solution Area Sales Plan
Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability.
Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s).
Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
Sales Process & Sales Management
Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources. Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources.
Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes.
Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.
Qualifications
Required/minimum qualifications
Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
Language fluency in Japanese
Additional or preferred qualifications
Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
Langage fluency in English
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
