Technical Sales Manager-Microsoft Practice Sales

Role: Associate Practice Engagement Manager (APEM) The Associate Practice Engagement Manager (APEM) is responsible for all client interfaces within the assigned account scope.

The APEM works together with their manager (ManagerClient Services / Senior Manager Client Services) to build an account plan for the Microsoft Practice in the Japan region focusing on Microsoft BizApps and Microsoft Modern Workplace and is responsible for client management and achieving sales based on the account plan. Usually the APEM handles multiple accounts with an indicative annual book of business of up to $20 million.

What will you do
The Associate Practice Engagement Manager has the following key responsibilities within the assigned account scope:

Work closely with inregion sales and account teams to maximize the Microsoft BizApps and Microsoft Modern Workplace footprint within industry vertical accounts across the geography.
Create an endtoend partnership plan with Microsoft and mature it to the level of a preferred partnership in the region.
Client relationship management manage relationships with operational client personnel those directly involved with the client s presence.
Business development build a portfolio of up to $20M. Drive revenues within the identified account scope by owning the entire Opportunity Management Cycle: ProspectEvaluateProposeClose. This includes identifying business opportunities selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
Conduct research and competitor analysis create proposals/pitches validate estimates/effort deliver client presentations and negotiate with clients.
Client delivery assurance assure the client commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
Collaborate with the Delivery Manager to address all people or infrastructurerelated issues that may affect the delivery of the project.
Balance different projects running for the client that may involve different delivery managers or horizontal competency units resources.
Take gotomarket solutions to accounts within the account scope responsible for driving revenues from gotomarket solutions being sponsored by the business unit.
Work closely with the Solutions Leader to build customized solutions pitches for the target account and drive the revenues and delivery of these solutions.
Account planning and governance completely responsible for all Client Management processes PlanSellDeliverManage.
Build an account plan for the account scope detailing relationships needed opportunities to be pursued expected revenue and any potential threats or weaknesses to address.
Make pricing decisions within the scope of the Master Services Agreement.
Support presales proposals for new business development.
Provide necessary input for building future alliances with relevant product vendors.

Qualifications:
Bachelor s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 7 years experience with strong sales/relationship management/account management experience.
Significant business development experience on Microsoft Dynamics 365 Power Platform Microsoft 365 and related technologies.
Track record of interacting and building relationships with CXOlevel client contacts.
Have relationships with CXOs / Business Heads in top BFSI CMT SURE Retail and Public Sector clients in Japan.
Experience creating transformation deals greater than $10 million covering License Implementation Support.
Global Delivery Model experience desirable.
Experience managing large multilocation consulting engagement teams desirable.
Track record as an Account Manager in a rapidly growing client relationship is highly desirable.
Handson experience with proposal creation and leading proposal presentations.
Strong leadership interpersonal communication and presentation skills.
Wide variety of IT and business consulting engagement experience.

Role: Associate Practice Engagement Manager (APEM) - The Associate Practice Engagement Manager (APEM) is responsible for all client interfaces within the assigned account scope.

The APEM works together with their manager (Manager-Client Services / Senior Manager Client Services) to build an account plan for the Microsoft Practice in the Japan region focusing on Microsoft BizApps and Microsoft Modern Workplace and is responsible for client management and achieving sales based on the account plan. Usually, the APEM handles multiple accounts with an indicative annual book of business of up to $20 million.

What will you do?
The Associate Practice Engagement Manager has the following key responsibilities within the assigned account scope:

- Work closely with in-region sales and account teams to maximize the Microsoft BizApps and Microsoft Modern Workplace footprint within industry vertical accounts across the geography.
- Create an end-to-end partnership plan with Microsoft and mature it to the level of a preferred partnership in the region.
- Client relationship management manage relationships with operational client personnel those directly involved with the client s presence.
- Business development build a portfolio of up to $20M. Drive revenues within the identified account scope by owning the entire Opportunity Management Cycle: Prospect-Evaluate-Propose-Close. This includes identifying business opportunities, selling concepts to the client where required, and influencing the client to give additional business based on demonstrated capability and past performance.
- Conduct research and competitor analysis, create proposals/pitches, validate estimates/effort, deliver client presentations, and negotiate with clients.
- Client delivery assurance assure the client commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
- Collaborate with the Delivery Manager to address all people or infrastructure-related issues that may affect the delivery of the project.
- Balance different projects running for the client that may involve different delivery managers or horizontal competency units resources.
- Take go-to-market solutions to accounts within the account scope responsible for driving revenues from go-to-market solutions being sponsored by the business unit.
- Work closely with the Solutions Leader to build customized solutions pitches for the target account and drive the revenues and delivery of these solutions.
- Account planning and governance completely responsible for all Client Management processes Plan-Sell-Deliver-Manage.
- Build an account plan for the account scope detailing relationships needed, opportunities to be pursued, expected revenue, and any potential threats or weaknesses to address.
- Make pricing decisions within the scope of the Master Services Agreement.
- Support pre-sales proposals for new business development.
- Provide necessary input for building future alliances with relevant product vendors.

Qualifications:
- Bachelor s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 7+ years experience, with strong sales/relationship management/account management experience.
- Significant business development experience on Microsoft Dynamics 365, Power Platform, Microsoft 365 and related technologies.
- Track record of interacting and building relationships with CXO-level client contacts.
- Have relationships with CXOs / Business Heads in top BFSI, CMT, SURE, Retail, and Public Sector clients in Japan.
- Experience creating transformation deals greater than $10 million covering License + Implementation + Support.
- Global Delivery Model experience desirable.
- Experience managing large multi-location consulting engagement teams desirable.
- Track record as an Account Manager in a rapidly growing client relationship is highly desirable.
- Hands-on experience with proposal creation and leading proposal presentations.
- Strong leadership, interpersonal, communication, and presentation skills.
- Wide variety of IT and business consulting engagement experience.