Pursuit Leadは、複雑かつ複数のソリューションを含む戦略的なプリセールス活動を推進する重要な役割を担います。日本語および英語の両言語を活用しながら、社内外の関係者と連携し、顧客中心のソリューションを構築するとともに、ステークホルダーとの整合性を図り、案件の品質を確保します。業務には、提案関連資料の調整、関係者への影響力の発揮、実績ある手法の活用による案件推進の加速と成果の最大化が含まれます。 また、Pursuit Leadは、戦略のローカライズ、主要顧客向けのパイプライン開発、グローバルな案件構築を支援するための地域間連携においても重要な役割を果たします。営業およびデリバリーチームと密接に連携し、顧客の期待に沿った実行計画を策定することで、デジタル変革の推進とMicrosoftのミッション達成に貢献します。 Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. **Responsibilities** **Pursuit Leadership** + Participates and supports the ORB (Opportunity Review Board) process, managing prioritization against pursuit management capacity. Assembles and leads a large team of technical and sales resources with a broad variety of expertise across domains to support pre-sales engagements and deal shaping for highly complex and large pursuits. + Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Influences customers and internal stakeholders to remove obstacles and drive deals forward. Learns and applies lessons from experience to future pursuits. Shares lessons with others to enhance growth and efficiency. Leads and coaches' partners and Microsoft stakeholders on the common sales and delivery methodology for Microsoft and related processes. Represents the Regional/Industry Pursuit Organization to drive clarity with partners and stakeholders. + Reflects deal qualification in pursuit to create winnable deals. Knows when to challenge. Continues deal qualification as appropriate to influence in/out of a pursuit. Helps sales team expand deals. **Deal Quality** + Coordinates and influences the development of pursuit artifacts for highly complex deals that meet customer expectations of scope, timeline, deliverables, and business outcomes. Defines expectations and accountabilities for artifact development and ensures they are followed by team members. Ensures consistency and direction across artifacts. + Works with pursuit team to balance customer expectations with Microsoft business goals while mitigating risk and maximizing delivery best practices by applying right shoring and delivery mix capabilities including partners as appropriate for deal complexity, deal profitability, and customer maturity. + Provides clarity on complex or unclear requirements (e.g., region), and analyzes insights to shape deals and pursuit artifacts. Identifies those who can apply solution-area knowledge to improve deal quality. Leverages lessons learned and shares knowledge with others. **Execution** + Collaborates with sales and the Industry Solutions teams to create and execute combined opportunity close schedule for large and highly complex deals that outlines owners and their actions and drives deal velocity. + May create intellectual property (IP). Identifies trends in the use of intellectual property (IP). Adapts practices according to trends. Models reuse of intellectual property (IP) appropriately. Seeks and actively includes intellectual property (IP). Reaches out to community to learn and reuse pursuit approaches, best practices, tips, and tricks, and contributes back to the community. + Enables quality reviews through inclusive pursuit, adhering to Microsoft business rules and policies, to shape, review and approve a deal. Works with sellers, operations and Deal and Contract Assistance (DCA) to issue contracts, supporting sales through negotiations with the customer as well as contract signature and processing. + Manages and executes highly complex pursuits using standard processes and tools according to the defined sales and delivery methodology for Microsoft, including sales to delivery handover. Appropriately demonstrates creativity in approach. **Business Growth** + Supports sales growth, consumption, and win rate. Ensures pursuit team alignment and holds team accountable for delivering on strategy. For designated accounts, supports sales growth and consumption within account and escalates if virtual account team is selling off strategy. **Other** + Embody our culture and values **Qualifications** **Required/Minimum Qualifications** + 5+ years enterprise technology sales, consulting, or delivery management experience + OR bachelor's degree in business, Management, Technology or related field AND 3+ years enterprise technology sales, consulting, or delivery management experience + OR master's degree in business, Management, Technology or related field AND 2+ years enterprise technology sales, consulting, or delivery management experience. + Fluency in both Japanese and English language skills. **Additional or Preferred Qualifications** + Project and Program Management certifications (CSM, PMI-PMP, or similar) + 5+ years pre-sales or bid management experience. Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .