Do you enjoy managing on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!    
 
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Enterprise sellers and Channel sales teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.   
 
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.    

Join our AI Workforce Digital Solution Area Specialist and Digital Solution Engineer team for a leadership role. Guide strategy development and sales wins through coaching and care, achieving AI Workforce goals. Drive transformations, deploy solutions, and create value. Lead teams, develop strategies and ensure execution, partnering for success. Foster best practices, oversee business across regions, meet targets, and engage with corporate leadership. Be a thought leader connecting Microsoft solutions to customer impact. Lead team through the AI Transformation with domain technical expertise demonstrating solution capabilities. You will report into the AI Business Solutions Sales Leader (STU M2), aligning your team’s execution with broader SME&C Corporate priorities across both AI Workforce and AI Biz Process. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

This role is flexible in that you can work up to 50% from home.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.  

Responsibilities

• Coach team in modern sales and communications tools & techniques to effectively reach, sell to and manage Microsoft customers using state-of-the-art sales, data, and marketing systems and platforms to deliver a connected customer engagement experience and drive customer satisfaction.  

• Hold team accountable to meet operational standards and rigor to maintain reporting accuracy for key center metrics – including response rates, prospecting activity tracking, pipeline, conversion, velocity, and accuracy. Encourage adoption of program processes, procedures, and tools to provide accurate on-time reporting that maximizes attainment of strategic goals and delivers competitive business insights, trends, and analysis.  

• Share best practices, learnings, and customer insights with stakeholder groups to elevate team capabilities, invest in seller and managers development and skilling to drive change based on insights.   

• Coach your team to collaborate and leverage internal and external stakeholders to develop customer and partner relationships that build, expand and effectively progress opportunities and pipeline through the sales cycle within assigned territory. Facilitate and lead internal communication with the account team and senior-level leadership to get support for your team and eliminate barriers to success.   

• Effectively lead your team through change, keeping them motivated and focused as customer needs and market conditions evolve in a digitally enabled environment.  

Qualifications

Required qualifications

• 9+ years of technology-related sales or account management experience 
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience 
• OR equivalent experience
• 　Native-level proficiency in Japanese and advanced proficiency in English

Preferred qualifications

• 11+ years of technology-related sales or account management experience 

• OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience 

• OR Master's Degree in Business Administration, Information Technology, or related field AND 8+ years of technology-related sales or account management experience 

• 6+ years of solution or services sales experience 

• 3+ year(s) of people management experience 

• Industry certifications including but not limited to: PMI, Selling, local technology associations, etc. a plus 

• Meaningful non-Microsoft prior sales leader experience at IT Consulting and services or cloud services company, ideally with complex sales training (e.g., Miller Heiman, SPIN, Michael Bosworth, Challenger, Sandler, etc.)  

• Technical Skills: SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance) preferred.   

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.