Security Specialist
Microsoft
Security Specialist
Tokyo, Tokyo-to, Japan
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Overview
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 that sets them and their people up for success in this new world of work.
As the Security Specialist in Small Medium Enterprises & Channels (SME&C) and Digital Sales, you will be the security sales leader, expert, and trusted advisor for your assigned set of accounts. You will need to have a fundamental understanding of customers' businesses to initiate conversations with them on digital and AI transformation with a security context, in collaboration with partners and services.
You will collaborate with account teams, partners, and services to track, qualify, and expand new opportunities. Your role involves identifying, developing, proposing, and articulating solutions that align with customer needs. Additionally, you will develop an understanding of external stakeholders' mapping to implement strategies that help accelerate the closing of deals in collaboration with other team members.
You will work with Global Partner Solutions (GPS) and a network of partners to cross-sell, up-sell, and co-sell products, solutions, and services. You will apply the orchestration model to support deal closure and research competitor products, solutions, and services. Working with the "compete" global black belts (GBBs), you will implement strategies to position Microsoft against competitors in customer communication.
Your responsibilities will include managing and orchestrating sales and delivery success through the account team and pursuit team. You will participate in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory. Collaborating with the extended sales team, partners, and marketing, you will conduct business analysis to pursue high-potential customers and develop a target list of potential business. Ultimately, you will manage the end-to-end business of the assigned territory.
This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.
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.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience OR 4+ years of technology-related sales or account management experience.
- Fluency in Japanese language.
Additional or preferred qualifications
- Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience OR 5+ years of technology-related sales or account management experience.
- 2+ years of solution sales or consulting services sales experience in cloud security area
Fluency in English
Responsibilities
- 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 and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
- Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
- Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
- Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.
- 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.
- 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.
- Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services; shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
- 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.
- 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 (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
- 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, account teams); collaborates with account teams, partners, or services to track, qualify, and expand 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 (MSP) to determine the quality of the opportunity and whether to proceed.
- Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
- Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.
- Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.