Sr Commercial Executive
Job Description
Sales Enablement & Operations（SE&O）チームについてMicrosoftの商業戦略を地域レベルで実行するための計画に落とし込み、一貫性、俊敏性、説明責任の観点から業務の卓越性を推進する重要な役割を担っています。このチームは、部門横断的な洞察と実行力を提供し、戦略と優先事項を具現化することで、変革のスピードを加速させ、Microsoftが大規模なビジネスインパクトを実現できるよう支援します。Sr Commercial Executive（CE）– Servicesについてこの役割は戦略的かつ顧客対応型のポジションであり、Microsoftのアジア地域の顧客に対する商業戦略と実行をリードします。信頼されるアドバイザーとして、CEは顧客ニーズとMicrosoftのビジネス目標に合致した、コンプライアンスを満たしつつ収益性のある商業的ソリューションの構築と交渉を担当します。 主な業務には以下が含まれます：取引成立プロセスのリード価格および契約条件の柔軟な調整による提案最適化社内ツール（Deal Making AI Agentなど）の活用複雑な交渉戦略の定義顧客・パートナー・社内チームとの信頼に基づく関係構築成功の指標は以下の通りです：顧客戦略への影響クォータおよび消費目標の達成契約更新のタイミングコンプライアンスを満たした取引の実行理想的な候補者は、戦略的思考力と交渉力に優れ、複雑な法務・商業構造を簡潔に説明できる能力を持つ方です。また、Microsoftのサービスおよびライセンスプログラムに対する深い理解、協調性、柔軟性も成功の鍵となります。 The Sales Enablement & Operations (SE&O) Asia regional team plays an essential role in translating Microsoft’s Commercial Strategy to a regional execution plan and driving operational excellence through the prism of enabling consistency, agility, and accountability. Our team drives cross-functional insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. The Sr Commercial Executive (CE) – Services role is a strategic and customer-facing position designed to lead the commercial strategy and execution for Microsoft’s customers in Asia. As a trusted advisor, the CE is responsible for crafting and negotiating commercial solutions that are both compliant and profitable, while aligning with customer needs and Microsoft’s business goals. The role involves leading deal-making processes, optimising customisation through price and non-price concessions, and leveraging tools like the internal Deal Making AI Agent. It also includes defining complex negotiation strategies and building strong, trust-based relationships with stakeholders across customer, partner, and internal teams. Success is measured by impact on customer strategy, achievement of quota and consumption targets, timely renewals, and compliant deal execution. The ideal candidate is a seasoned negotiator with strong strategic thinking, and the ability to simplify complex legal and commercial constructs. Collaboration, adaptability, and a deep understanding of Microsoft Services and licensing programs are key to thriving in this role. Microsoft’s mission is to empower every person and every organisation 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.
Locations
- Tokyo, Tokyo-to, Japan, Tokyo, Tokyo-to, Japan
Salary
Salary not disclosed
Required Qualifications
- Master's degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years of sales and negotiation experience or related work OR (degree)
- Bachelor's degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years of sales and negotiation experience or related work or internship experience OR (degree)
- 7+ years of sales and negotiation experience OR (degree)
- Equivalent experience (degree)
- Native-level Japanese proficiency is required. (degree)
- Bachelors (degree)
Responsibilities
- Lead internal and external sales and management teams through commercial construct and deal value proposition optimizing for the right level of investment and customization.
- Optimize deal customization leveraging price and non-price concessions.
- Identify and maximize business opportunities with new offerings, like copilot.
- Strategize and take relevant steps to make sure deal execution is successful.
- Take relevant steps to make sure deal execution is successful.
- Leverage internal Deal Making AI Agent.
- Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with stakeholders.
- Develop trusted relationships with key customer stakeholders, partners, Account Team, Specialist Teams in order to help our customers deliver their business goals and achieve Microsoft revenue targets.
- Positively impact customer’s commercial strategy
- Quota & Consumption targets achieved or exceeded
- Right commercial construct developed and renewed on time
- New Customer Adds across 3 Clouds
- Use field empowerment strategically to drive deals at scale
- Compliant deal making
- Long-term, trust-based stakeholder relationships are developed
- Essential skills are engaging stakeholders, gathering information, making decisions, and driving projects. With limited data, proactively verify details from various sources. Where information is missing, create local guidelines to support governance and compliance.
- Logical thinking and advanced Japanese skills are crucial to accurately interpret Microsoft’s contracts and customer needs, then clearly explain how these are addressed in the contracts. Native-level Japanese proficiency is likely required, as translating and clarifying complex legal terms from English to Japanese can be challenging, even for experienced native speakers.
- Seasoned sales and negotiation professional, unafraid of conflict.
- Positive attitude and a passion for working with customers and partners.
- Comfortable speaking at all organizational levels, from the CxO to the procurement/purchasing teams.
- Able to make the best choices for the customer based on their commercial strategic needs.
- Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.
- Team player and collaborative – High performing individualists will not be successful.
- In-depth and strategic understanding of Microsoft Services, licensing programs and contracting will be essential but not required at hiring.
Travel Requirements
3 days / week in-office
