Modern Work & Security Technical Sales Manager
Job Summary
Job Description
- Relevant Microsoft certifications or equivalent experience
- 3+ years technical pre-sales or consulting experience
- Fluency in Japanese and English
- Strong sales coaching and leadership skills
- Experience in cloud and hybrid infrastructures
- 7+ years technical pre-sales or consulting experience
- 4+ years experience with cloud and hybrid infrastructures
- 1+ year people management experience
2 skills required
Job Details
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 Modern Work & Security Technical Sales Manager in Small Medium Enterprise & Channels (SME&C) and Digital Sales, you will be leading a team of Modern Wrok and Security Technology Specialists to provide and sell the best-in-class cloud service and platforms to our managed customers, building the momentum for digital transformation for our customers and partners as well as Microsoft itself. This leader is a great sales coach, has a "challenger" mentality, is savvy in sales-leadership practice and contributes with vision and flawless execution of solution sales across solution areas.
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
- Relevant certifications from Microsoft or competitive platforms AND 3+ years technical pre-sales or technical consulting experience
- OR Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 4+ years technical pre-sales or technical consulting experience
- OR equivalent experience
- Language fluency both in Japanese and English.
Additional or Preferred Qualifications
- 7+ years technical pre-sales or technical consulting, or related experience.
- 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
- 1+ year(s) people management experience (including leading virtual teams).
Responsibilities
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
- Embody our and
Scale Through Partners
- Supports partner technical capacity by providing feedback to internal teams (e.g.,Global Partner Solutions (GPS).
- Maximizes subsidiary level capacity and capabilities of scaling through partners by coaching team to grow partner network, identifying gaps, and promoting the partner within the Microsoft ecosystem (e.g., account teams); raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.
- Applies sales methodologies (e.g., catalyst, challenger sales) and coaches sales team in guiding customers through digital transformation across solution areas and leveraging insights to align new or changing technology to customer business needs.
- Identifies new trends and needs, and identifies ideas that can be transformed into applications of solutions that benefit customers/partners, serving as the voice of the customer (VOC) to Microsoft.
- Coaches team and oversees demonstrations (e.g., architectural design sessions [ADS], proof of concept [POC] sessions) of solutions and position solutions against competitors through initial engagements. Ensures demonstrations enable customers to identify and resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology. Guides team on Microsoft standards on demonstrations to provide feedback to partners.
- Coaches team to leverage Microsoft technology in innovative ways to meet customer needs. Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios.
- Supports the voice of the customer (VOC) through escalation, acceleration, and additional emphasis of feedback, blockers, insights, resources, etc. (e.g., OneList) items as needed.
- Pre-aligns technical resources to customer and customer cases based on account planning and priorities, with the flexibility to realign to minimize orchestration and enable proactive engagements as needed.
- Coaches team in working with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Ensures team is equipped to execute compete strategy, collaborating with cross-functional groups as needed.
- Builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge. Enables team to share compete knowledge with internal teams, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions.
- Coaches and provides support to team to define and execute strategy. Proactively approaches customers to understand and help identify strategic opportunities.
- Coaches team to monitor, analyze, or implement action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes; identifies opportunities to promote usage in a productive way.
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center, demo sites, virtual sites), with limited managerial support, to assess and remediate technical and non-technical blockers by engaging other teams (e.g., account team unit [ATU], specialist team unit [STU]) and conveying impact. Consolidates cases of common blockers in the area and drives appropriate escalation activities.
- Engages with, reaches out to, and coaches and enables team to identify and proactively engage with key customer technical decision makers.
- Ensures consistency and quality through adherence of standards and best practices (e.g., managed service provider [MSP], managed certified professional [MCP]) in customer engagements by holding team accountable.
- Orchestrates team resources and coaches team to maximize impact of customer engagements through capacity planning, prioritization, capabilities assessment, and utilization of resources. Prioritizes resources and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.
- Uses knowledge of customer context, cross-solution or portfolio experience, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
- Enables and empowers team to lead and win customer technical decisions by streamlining processes and managing the flow of wins, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack], End Customer Investment Funds [ECIFs]).
- Plans, conducts, or coaches team to conduct one-to-many events (e.g., workshops, Webinars) to present and educate customers and colleagues on the capabilities and benefits of using specific Microsoft solutions/products.
- Enables and empowers team to develop technical expertise and provide technical insights to internal teams.
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