Cloud & AI (Azure) Solution Sales Specialist for HR Services

Full Job Description

1. 顧客エンゲージメント 人材・HRサービス業界の事業戦略、採用・派遣・BPO・コンタクトセンター運用、求職者・顧客体験、基幹システム刷新、データ活用、AI活用の文脈を踏まえ、顧客の潜在的なビジネス課題を特定し、Azureソリューションの価値を訴求することで商談機会を創出・成約へ転換する。 顧客の背景やビジネス文脈を理解した上で、好奇心を持ってオープンな質問を投げかけ、顧客自身に課題を語ってもらう。その対話を通じて解決策を共同創造していく。 ホワイトボーディング、デモ、ソリューションストーリーテリングを活用し、ビジネス層・技術層双方の意思決定者に対して説得力のある提案を行う。 Azure Pricing Calculator、ROI/TCOツールを用いて明確なビジネスケースを構築し、顧客の投資意思決定を加速する。 Develop a deep understanding of customers' business context, industry challenges, and strategic objectives. Deliver compelling value propositions to both business and technical decision-makers through whiteboarding sessions, solution demonstrations, and impactful storytelling. Build business cases using Azure Pricing Calculator, ROI, and TCO tools to accelerate customer investment decisions and executive sponsorship. Collaborate with account teams, Solution Engineers, customer success managers, service teams, and partners to develop and execute closing strategies for strategic opportunities. Analyze account plans, installed solution portfolios, and consumption patterns to refine data-driven sales strategies and drive quarterly revenue attainment. Develop and execute territory strategies aligned with Azure Infrastructure Modernization, AI Platforms, Data Estate Transformation, and App Modernization. Contribute to organizational excellence by nominating customers for programs such as Azure Frontier Accelerate and Cloud Accelerate Factory, while sharing best practices across the sales community. Generate new pipeline through proactive outbound prospecting, executive briefing programs, industry events, and strategic customer engagement. Collaborate with strategic partners to create new business opportunities and expand revenue across the broader ecosystem. 必須要件 テクノロジー企業におけるソリューション営業・アカウント営業の実務経験（学士号＋8年以上、または営業経験12年以上）。 四半期・年間の収益目標を継続的に達成・超過してきた実績。 大手エンタープライズ顧客との複雑な商談・契約交渉の経験。 MCEMまたは類似のエンドツーエンド営業プロセスフレームワークを活用したテリトリー管理の実務経験。 競合分析を踏まえた差別化提案・クロスソリューションポジショニングの経験。 顧客エグゼクティブ（CxOレベル）へのプレゼンテーション・ビジネスケース提案の経験。 エンタープライズ企業におけるAI変革、クラウドモダイゼーション、およびビジネス価値創出（Value Realization）フレームワークに関する知識と理解。 人材サービス、採用、派遣、BPO、コンタクトセンター、HRテクノロジー、求職者・顧客体験、データ活用、AI活用に関連する営業または業界経験。 Cloud Native、AI Platform、データ分析ソリューション、アプリケーションモダナイゼーションのエンタープライズ向け販売経験。 ソリューション・サービス営業における6年以上の実績。 Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or a related field and 8+ years of technology sales, solution sales, or account management experience; OR 12+ years of equivalent professional sales experience. Proven track record of consistently achieving or exceeding quarterly and annual revenue targets. Experience managing complex sales cycles, negotiations, and strategic engagements with large enterprise customers. Demonstrated experience managing territories using MCEM or comparable end-to-end enterprise sales methodologies. Experience developing differentiated customer value propositions based on competitive analysis and cross-solution positioning strategies. Executive presence with proven experience presenting business cases and strategic recommendations to C-level stakeholders. Strong understanding of enterprise AI transformation, cloud modernization, and business value realization frameworks. Experience in HR services, recruiting, staffing, BPO, contact centers, HR technology, candidate and customer experience, data modernization, or AI transformation scenarios. Experience selling cloud-native, AI platform, data analytics, application modernization, or digital transformation solutions to enterprise organizations. 6+ years of demonstrated success in solution-based and services-led sales. Experience working across global virtual teams, customer success organizations, solution engineering teams, services organizations, and partner ecosystems to drive business outcomes.

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