Microsoft Sales Business Development - Defense Industrial Base 

Japan, Chiyoda 

310366509

Regionally based in Tokyo, Japan, you will be working as an integral member of the Worldwide Public Sector team in collaboration with colleagues in other geographies. Successful candidates will excel at cross-functional engagement with our government customers, and understand how to lead inside a matrixed organization to deliver against key business priorities, goals, and objectives.

• Leverages internal and external relationships as a trusted advisor to advise complex customers and partners in future strategic direction as a sought-out resource across multiple lines of business, geographies, and cultures, as appropriate.
• Drives large scale customer and partner business initiatives through sell with and sell through motions. Steers business value propositions based on company, partner, and/or customer needs and drives strategy across multiple products/industries over an extended time horizon as applicable.
• Anticipates the Microsoft value proposition versus competitors and works with stakeholders to influence the build/buy/partner decision to meet customer needs, leveraging knowledge in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration.
• Leverages relationships with a diverse set of stakeholders and deep knowledge of customers, partners, and the business to seek out unique opportunities.
• Develops overarching strategies to address gaps and gains agreements on the opportunity pipeline. Leads deal opportunities across deal stages.
• Drives plans for managing deals with targeted strategies, prioritization, and implementation of communications and reporting.
• Collaborates with customers, partners, and Microsoft colleagues to develop post-deal governance and oversee the creation and implementation of execution plans across a portfolio of deals within domains and industries, with regards to:
• Sales Business development
• Key Strategic ecosystem initiatives across the Defense Industrial Base.
• MACC and cross solution deals management
• AI Pinnacle program management
• Work with senior government officials, customer executives, WWPS, corporate, MS PG/Engineering, CO+! and other functions for strategic ecosystem initiatives and business outcomes managing to short term budget and long term growth plans.

Required qualifications

10+ years experience working as an executive within Defense, Manufacturing or Government domains. 5+ years project leadership/management experience. 5+ years experience working in a matrixed organization, preferably in the technology industry.

Desirable qualifications

Master's Degree in Business Administration, Finance, Computer Science, Law, or related field AND 8+ years experience in business development, sales, consulting, or marketing OR equivalent experience.

Deal Management/ Governance

Drives plans for managing deals with targeted strategies, prioritization, and implementation of communications and reporting. Designs programmatic approaches to address complex business opportunities, balancing risks and rewards.

Partnership Strategy

Anticipates the Microsoft value proposition versus competitors and works with stakeholders to influence the build/buy/partner decision to meet customer needs, leveraging knowledge in conjunction with product/industry teams to establish a foundation for future opportunities in competitive situations through collaboration. Provides subject matter expertise on the industry and competitive trends. Maintains a large industry network and may represent Microsoft externally by speaking at industry conferences and/or participating in industry groups.