AI Workforce Specialist - Early in Profession

Overview

Come build community, explore your passions and do your best work at Microsoft. This opportunity will allow you to bring your aspirations, talent, potential and excitement for the journey ahead. 

本ポジションは、日本の大手～中堅・中小企業および官公庁（SME&C）を対象に、経営層および業務部門・IT部門のリーダーと連携し、AI活用による業務変革を通じて、生産性向上や競争力強化といった経営課題の解決をリードするソリューションセールスロールです。Microsoft 365、Microsoft 365 Copilot をはじめとするAIソリューションやセキュリティソリューションの提案・導入を通じて、顧客の業務プロセス変革および組織全体の効率化を支援し、パートナーと連携しながらスケーラブルに価値を提供することで、中長期的なビジネス成長の実現に貢献いただきます。また、幅広い顧客セグメントに対するカバレッジモデルの中で、パイプライン創出からクロージングまでを一貫してリードし、継続的な顧客関係の構築とアップセル・クロスセル機会の最大化を担っていただきます。日本マイクロソフトの”コーポレートソリューション事業本部”に所属となります。

Do you enjoy working 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 Business, Corporate, Strategy, and Partner 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.  

In the AI Workforce Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end AI Workforce transformation at scale through high-impact, value-driven customer engagements—helping organizations achieve meaningful business outcomes and unlock the full potential of AI-powered productivity.  As an  AI Workforce Specialist, you will take part in transforming how organizations adopt and scale AI-powered productivity across AI Workforce solutions (M365 Copilot, Copilot Studio, Copilot Chat, Agents, ME3, ME5, Frontline Worker) and build strategies with customers, collaborating across different groups inside the Customer environment to successfully enable customers to drive and adopt AI transformation. You will manage consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end AI Workforce solutions opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills, and deepening your AI Workforce end-to-end expertise.

You will join Microsoft's global MCAPS Early in Profession (EiP) experience — a structured, AI-powered and human-led onboarding and development program that combines foundational and role-based learning, AI assessments, and Microsoft certification to help you become customer-ready. Throughout the program you will be guided by a committed support network — your manager, a dedicated Role Mentor (a senior colleague in your same team and role), and the wider EiP community — and through shared accountability with your Role Mentor you will contribute to real customer work while building your skills and confidence. This collaborative start will help you accelerate your ramp-up, build a strong network across Microsoft, and grow with the mentorship of experienced colleagues from day one.

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

本ポジションでは、顧客のセキュリティ・AI導入プロジェクトにおける 単なる案件創出にとどまらず、社内外のステークホルダーと連携し、 顧客の業務プロセス変革の実現を支援いただきます。

Sales Excellence

• Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities. Collaborates with partners and resources to learn about the customer's business, and supports senior team members in exploring business and emerging opportunities.
• Seeks client feedback (both formal and informal) to identify the drivers of satisfaction and executes plans to maintain and build on it; determines the root cause of dissatisfaction, establishes recovery action plans to improve the client's overall experience, and shares feedback with account teams.

Sales Execution

• Understands customer business needs through initial conversations and collaborates with internal teams, partners, and services to recommend solutions or products with direction/guidance; receives leads from Marketing, Account Teams, and partners, and applies Microsoft's Sales Process (MSP) to qualify opportunities and determine whether to proceed.
• Articulates how Microsoft's value enables digital transformation across specific workloads and initiates transformation conversations in collaboration with partners and services; accelerates the closing of deals by developing and executing close plans with team members, and supports the team in progressing opportunities to drive consumption—identifying and articulating blockers to customers' consumption.

Scaling and Collaboration

• Collaborates with Global Partner Solution (GPS) and other relevant partners to cross-sell, up-sell, and co-sell products, solutions, and services, understanding the partner ecosystem and their in-market offers; establishes relationships with internal stakeholders and partners, seeks out their opinions, and learns the orchestration model within a solution area.

Technical Expertise

• Learns about direct competitors for the assigned products, solutions, and/or services, and collaborates with the "compete" global black belts (GBBs) to execute strategies that position Microsoft favorably against competitors.

Qualifications

• 3年以上のITまたはテクノロジー分野におけるソリューション営業、またはコンサルティブセリングの経験
• 顧客のビジネス課題を理解し、適切なソリューション提案につなげる能力・クラウドおよびAI（例：Microsoft 365、Copilot 等）に関する基本的な理解
• パイプライン創出からクロージングまでの営業プロセスを主体的に推進した経験
• パートナーとの協業を通じて顧客価値を提供できる能力
• ネイティブレベルの日本語力
• ビジネスで使用可能な英語力があれば尚良し

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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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.