Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission to life and it’s the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate growth for all partners and Microsoft.

The Japan Commercial Surface team has an opportunity to develop business relationships with key, strategic partners’ sellers. Primary objectives are to increase joint Microsoft and Partner success as measured by Surface revenue and unit shipments, partner seller activation, and partner satisfaction, with a key focus on driving Surface solutions coupled with Microsoft cloud technologies.  This role joins a team responsible for the end-to-end strategy and execution driving overall Microsoft and partner satisfaction with the Surface relationship and results.     

The person in this role will need to have a dynamic personality and the ability to lead concise, value-based discussions to capture the attention, motivate, and activate partners’ large sales teams. The ability to be a self-starter and work across multiple organizations is critical.  

The candidate will have the opportunity to interact broadly across Microsoft’s lines of businesses and customer segments with significant cross group interdependencies. Accountabilities include managing a pipeline of opportunities, readying general and specialty sellers to sell Microsoft Surface solutions, joint selling with partners’ sales reps, seller activation and repeat selling motions, and general revenue/unit performance goals. 

（補足）

本Partner Solution Sales(PSS)ポジションはGPS Asia Channel sales チームにおいて新設されるものとなります。Surface リセラー様との協業を通じ、日本におけるSurfaceデバイスの採用を増やし、Copilot含めさまざまなModern Work SolutionとともにSurfaceをご活用いただくことで、顧客様における働き方、学び方改革に貢献するチームとなります。

Responsibilities

The Impact you will be making :

• Surface Revenue: You’ll have the responsibility to drive enablement across a partner’s entire salesforce, helping them take opportunities to close utilizing Microsoft resources and programs, capture new customers through campaigns and data analytics and gain mindshare across all sellers within the partner. Engage with end customers as required to assist in closing the deal

• Partner Readiness: Responsible for ensuring the partner is ready to adopt Microsoft’s new innovations, programs and take advantage of new routes to market. Our managed Surface resellers should maintain their competitive edge by leading with most up to date technology and programs for Surface.

• Partner/Seller Transformation: Accountable to ensure our partner sellers are enabled and proactively representing Microsoft Surface and the three clouds on all customer opportunities. Requires a strong understanding of the Microsoft ecosystem and partnership with our cloud teams.

Core Accountabilities for Success Include:

• Creatively develop original ideas, approaches, and solutions to typical and unusual situations or problems

• Continually focus on achieving concrete results 

• Understand conflict management and negotiation

• Understand how to capture mindshare from a salesforce 

• Be customer/partner focused, responsive, and prepared to take action to meet customer/partner needs while maintaining a positive, professional image of Microsoft

• Understand how to get things done, overcome obstacles, and achieve objectives within and across groups

• Anticipate and develop business opportunities and priorities for future action while also being able to land the execution associated with the broader strategy

• Excel at relationship building to sell internally and externally

• Be efficient at managing multiple projects simultaneously

• Be able to identify trends in the business and report on them effectively

• Plan to be embedded with partner sellers at their location select days per week

（補足）

背景として、特に大手のパートナー様における営業部門とのパイプを太くし、密接に協業することで、案件毎の獲得確度を向上させる目的があります。必要に応じてエンド顧客様との会話も行っていただくことも想定しています。パートナー様、エンド顧客様のご要望に応えるため、各パートナーの全体戦略を担うPDM(Partner Development Maanger) と連携しつつ、社内関係部門の協力を得ながら、案件獲得のための直接的な貢献が求められます。

Qualifications

• 1-3 years of direct sales and/or consulting services experience, with proven relationship building with others. 

• Knowledge of Microsoft Surface products and competitive offerings a plus. 

• Candidate must have strong communication (oral, written, presentation), analytical, and problem-solving skills, be action-oriented, customer focused, be prepared to manage change, have solid planning and organizational skills with demonstrated execution excellence.  

• Effectively work with peers and cross-group is critical; strong interpersonal skills and organizational agility are a necessity. 

（補足）

即戦力としてご活躍いただくために、コマーシャルビジネスの経験、パートナー営業、ハイタッチ営業の経験を重要視します。

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .