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Strategic Account Executive（流通小売業界担当営業）

年収：1000万～ 2500万

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部署・役職名	Strategic Account Executive（流通小売業界担当営業）
職種	法人営業事業企画・事業統括経営企画・経営戦略
業種	インターネットサービスソフトウエア
勤務地	東京都
仕事内容	流通小売サービス業界のストラテジックなお客様を担当するアカウントエグゼクティブを募集しています。・お客様のニーズを理解し、戦略的にアプローチし、デジタルトランスフォーメーションをチームプレーで推進することができる方・ Copilot、Azure Open AIなど世界中で話題となっている生成AIを直接お客様に提案し、Microsoftのすべてのソリューションを活用した業務改革を一緒に推進することができる方・セールス経験があり、技術的な観点での理解や知見がある方私たちと一緒に、流通小売サービス業界のデジタルトランスフォーメーションを推進しましょう。 ◆エンタープライズコマーシャル組織について私たちは、「Empower every person and every organization on the planet to achieve more.（地球上のすべての個人とすべての組織が、より多くのことを達成できるようにする）」という企業ミッションのもと、お客様の「デジタルトランスフォーメーション」を支援することを最重要活動のひとつとして取り組んでいます。エンタープライズコマーシャル組織は、弊社最重要アカウント含むエンタープライズのお客様を担当し大きな戦略を描く部門です。自動車/運輸・金融・流通/小売り・通信/メディア・ゲームなど業界毎に分かれており、業界を俯瞰的に分析し、お客様のビジョンに対して弊社が持つソリューションをどう最適に組み合わせて提案する組織です。 Responsibilities ◆Customer Engagement ・Proactively cultivates relationships with customers and uses Microsoft sales strategies with executive, business, and technical decision makers at high levels of the customer's organization through consultative engagement to establish alignment and secure buy-in and execution. Connects the customer to Microsoft business and technical executives. Establishes Rhythm of Business (RoB) with top customer sponsors to regularly highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Works with the customer partners foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing output, and reflect in the engagement strategy in our customer plan. ・Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry. ・Supports business transformation through technology for assigned accounts in multiple business units to drive business outcomes and create business value for customers. Leverages consultative and insightful listening skills that disrupts the mindset of customers by bringing innovative ideas that showcase the need for change and new strategic direction. Is sought out by the customer for guidance related to transformation. Proactively involves corporate resources and engages cross-industry resources to drive customer transformation. Ability to influence and mitigate proactively competitive risk. Ensures line-of-business wins are captured (e.g., customer write ups) as reference for scale through insightful listening. ◆Account Management ・Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts and works to ensure engagements yield high volume sales for both Microsoft and the customer that are on track with goals, outcomes, and forecasts. Leads multiple, diverse, and high-performing teams and coordinates with internal industry experts on account planning and execution for various accounts. Coordinates with industry experts to identify new business opportunities and drive account growth. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth, and deep understanding of plan to ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency to achieve customer outcomes. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays. Leverages strong sales acumen to set action items and approach to drive big bets and drive new business opportunities based on customer strategy and priorities. ・Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan. ・Oversees a complex/multiple account(s) and leads planning and prioritization efforts to anticipate and ensure appropriate responses to account needs. Develops strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities. Leads virtual teams to properly re-adjust priorities, all while maintaining a high level of commitment and accountability. Prioritizes line of business projects to achieve business outcomes. Reduces complexity for the customer and for internal teams by prioritizing the most strategic partners to deliver outcomes. ・Expands network of key internal (e.g., Industry Solutions [IS]) and external partners and other business decision makers in customers' accounts to grow sales and partner impact and to provide a seamless account management experience to the customers, ensuring proper execution of core tasks and account transactions. Engages with key mainstream partners to promote long-term, mutually-beneficial business and technology transformation strategies. Expands network of influence on the board to expand reach and influence decision making. Drives joint solutions with partners. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners. ◆Sales Excellence ・Actively seeks customer feedback (both formal and informal) of assigned accounts regarding ways to identify and understand the drivers of satisfaction and/or dissatisfaction. Helps in the creation of long-term strategies aimed at maintaining levels of customer satisfaction. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plan to improve customer's overall experience. Leverages key executive relationships to build trust with the customer organization. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans. ・Positions oneself as a thought leader and trusted advisor internally and externally to executive-level business decision makers of multiple assigned accounts by leveraging best-in-class sales and communication techniques to lead extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to build stronger relationships with decision makers of assigned accounts. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc. ・Engages decision makers of assigned accounts to clearly articulate Microsoft's value proposition aligned to customer's business objectives. Translates features into business impact and outcomes that accelerate the customer's digital presence. Develops plans to offer more targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs. ・Develops compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes. Demonstrates thought leadership and presents business plans to customers to generate new non-qualified opportunities. Guides others on how to tailor industry-specific presentations. Presents outcome based cross solution strategies. ・Develops and implements plans for maximizing upselling/cross-selling non-qualified opportunities in certain accounts. Drives plans to highlight Microsoft's and partners' solutions to solving additional business and technology issues and aims to expand budget allocated to Microsoft. Leverages virtual teams to identify and act on new non-qualified opportunities while utilizing common sales and delivery methodology for the Microsoft sales organization. ◆Industry Knowledge ・Exhibits deep knowledge of the retail and consumer goods industry, current trends, and market dynamics, and the competitive landscape. Leverages their depth of industry knowledge to position Solution Area technology in industry context. Demonstrated ability to position how Microsoft products and solutions will help customers realize innovation through business transformation.
応募資格	【必須（MUST）】・7年以上の関連した業務やアカウント営業経験・IT関連企業でのエンタープライズビジネス経験・優れたコミュニケーションスキル・リレーション構築スキル・CxOレベルのステークホルダーと関係を構築し、提案のご経験・社内外の関係者をオーケストレーションすることができるリーダーシップ・国内外の社内ステークホルダーと関係構築ができるコミュニケーションスキル【歓迎（WANT）】・流通業界に精通しており、流通業における課題理解と解決に向けたインダストリーソリューション提案能力・クラウド及びアプリケーションサービスの市場動向の知識・クラウド業務アプリケーション・ソリューション提案能力〇求める人物像・難しい課題を解決していくことにやりがいを感じ、高い向上心を持っていること・顧客の「デジタルトランスフォーメーション」を実現するために全力で支援をするマインド・アカウント戦略を考え、遂行する能力を持ち合わせている方〇語学力・日本語：ビジネス上級レベル以上の日本語能力。・英語：ビジネスレベル以上
アピールポイント	自社サービス・製品あり外資系企業女性管理職実績あり従業員数1000人以上シェアトップクラス創立30年以上年間休日120日以上産休・育休取得実績ありマネジメント業務なし完全土日休み
リモートワーク	可「可」と表示されている場合でも、「在宅に限る」「一定期間のみ」など、条件は求人によって異なります
受動喫煙対策	喫煙室設置
更新日	2026/02/09
求人番号	7259188

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