Job Description

Overview

パブリックセクター事業本部 教育・社会基盤統括本部では、教育機関を担当するCloud & AI Specialist (旧Azure Specialist) を募集しています。教育現場や行政の働き方、そして児童生徒学生の学び方が大きく変化している中で生成AI のテクノロジーが登場し、大きなモメンタムになってきています。このポジションは、Microsoft Azureを基盤としたAI、データ、インフラ、セキュリティといった分野でのスキルを活かし 、大学、教育委員会、関連省庁や独立行政法人のデジタルを通じた教育変革実現のために精力的に活動いただける方の応募をお待ちしております。

【ポジション概要】

Cloud & AI (Azure) Specialist として、営業・技術・パートナー・グローバルチームと連携し、顧客関係者や意思決定者とのディスカッションをリードし、販売機会を特定、適格化、優先順位付け、加速化することが求められます。

具体的には以下のような活動が求められます。
①AIを活用したマーケットインテリジェンスツールでトレンドとインサイトを評価し、ホワイトスペース分析を活用し、担当市場領域内のビジネスチャンスとマーケットギャップを特定する。
②ソリューション領域と市場を評価し、AIを活用した予測分析によって将来の市場ニーズを予測しながら、顧客の優先課題に合わせた営業活動を行うための知見を得る。
③組織横断的に海外を含む他者と協力し、最先端のAIテクノロジーとクラウドサービスの統合に重点を置きながら、地域内の既存および新規顧客のAIおよびクラウド主導の変革を可能にするソリューションの開発をサポートする。
④予測精度と売上目標の達成を推進するため、社内のステークホルダーと営業パイプラインのレビューに関与し、AIを活用したアナリティクスと予測ツールを活用して精度を高める。
⑤各顧客のセキュリティの優先事項に合わせた販売戦略を推進し、安全でAIを活用した変革に対するマイクロソフトの総合価値を示し、顧客のビジネスの成功に貢献する。

The Public Sector Group – Education & Critical Infrastructure Team is currently hiring a Cloud & AI Specialist (formerly Azure Specialist) responsible for educational institutions.

Teaching environments, administrative workflows, and students’ learning styles undergo significant transformation, the emergence of Generative AI technology is creating strong momentum. We are seeking candidates who can leverage their expertise in AI, data, infrastructure, and security built on Microsoft Azure to actively drive digital transformation in education across universities, boards of education, relevant ministries, and independent administrative agencies.

Position Overview

As a Cloud & AI (Azure) Specialist , you will collaborate with sales, technical teams, partners, and global teams to lead discussions with customer stakeholders and decision-makers, identify and qualify opportunities, prioritize them, and accelerate deal progression.

Key responsibilities include:

1. Market Intelligence & Opportunity Identification
   Utilize AI-powered market intelligence tools to assess trends and insights, conduct whitespace analysis, and identify business opportunities and market gaps within your assigned territory.

2. Predictive Analysis & Customer Engagement
   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.

3. Solution Development & Cross-Functional Collaboration
   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
   Promote sales strategies aligned with each customer’s security priorities, demonstrate Microsoft’s comprehensive value for secure, AI-enabled transformation, and contribute to customers’ business success.

Qualifications

• Proven 15+ years’ experience for solution selling in infrastructure, HCI, DC migration, VDI, security. Experience for Public Sector customers is preferable.
• 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. Applies Microsoft's sales process (MCEM) to determine the quality of the opportunity and close the deal as a team.
• 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. 

Preferred Qualifications

• Azure OpenAI and generative AI in general including competitive solutions.
• Azure Infrastructure and Security Services. Understanding of Microsoft Azure Cloud platform with emphasis on Microsoft Infra services, hybrid cloud technologies, developer tools, data utilization, security, and services and/or complementing solutions.
• 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

Responsibilities

Sales Execution : Manage your territory as a business and investing in your own skills + continous self development to remain top of your Infrastructure game. You will be recognized for sharing, learning and driving work that results in business impact for customers, partners and Microsoft. 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.

Technical Expertise : Being the key technical leader, with an outstanding Cloud Economics knowledge, trusted advisor and influencer in shaping customer decisions to commit, architect and adopt Microsoft Infrastructure and security solutions. 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. You will lead presentations, demonstrations, brief architecture design sessions to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft Azure Infra and Security Services, and how we can make their businesses more successful.

Sales Excellence : Spend time with customers identifying and surfacing new engagements that align with the customer’s business strategy. You will work with partners and others at Microsoft, as well as use our core tools, targeted account lists to identify and engage prioritized customers. 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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

 Industry leading healthcare

 Educational resources

 Discounts on products and services

 Savings and investments

 Maternity and paternity leave

 Generous time away

 Giving programs

 Opportunities to network and connect

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