Cloud & AI (Azure) Solution Sales Specialist for HR Services
Microsoft変革の最前線で活躍するソリューション営業のプロフェッショナルを求めています。STU CAIP SSP（Cloud & AI Innovation Platform Solution Sales Professional）は、エンタープライズ顧客のAIトランスフォーメーションを主導し、インフラのモダナイゼーション・AIエージェント活用・データ基盤の刷新を通じて顧客のビジネス価値を最大化します。このロールでは、人材・HRサービス業界の主要エンタープライズ顧客を担当し、採用・人材マッチング、派遣・BPOオペレーション、コンタクトセンター、顧客・求職者体験、基幹システム刷新、データ活用、AIエージェント活用、クラウド基盤のモダナイズに関する対話をリードします。顧客の事業戦略に深く踏み込み、アカウントチーム、Solution Engineer、Customer Success、サービス組織、パートナーと連携しながら、Microsoft Azureを中心とした価値提案を商談機会と消費拡大につなげることが期待されます。担当アカウントセットは、人材・HRサービス領域の主要顧客を想定します。本ポジションは、業界知見、競合分析、クロスソリューション提案力、One Microsoftのオーケストレーションを活かし、継続的な販売実績の積み上げと顧客価値創出を通じてキャリア成長を目指す方に適したフィールドです。フレキシブルな勤務形態（リモート・ハイブリッド対応）での就業が可能です。
Cloud & AI Platform (Azure) Solution Sales Professional is responsible for leading AI transformation initiatives for enterprise customers by driving infrastructure modernization, AI agent adoption, and data platform transformation to maximize business value.
In this role, you will manage an HR Services account set and lead business conversations around recruiting and staffing transformation, workforce matching, BPO and contact center modernization, candidate and customer experience, core system modernization, AI-enabled operations, data platform modernization, and cloud adoption. You will work closely with account teams, Solution Engineers, Customer Success, services teams, and partners to convert customer priorities into Azure opportunities, committed business outcomes, and measurable consumption growth.
The target account set is expected to include major HR Services customers, such as Mynavi, Pasona, Persol Temp Staff, Recruit Holdings, and transcosmos.
This position is ideal for a motivated sales professional who can combine industry insight, competitive positioning, cross-solution selling, and One Microsoft orchestration to drive sustained business performance and customer value.
Responsibilities include engaging HR Services customers through industry-specific business discussions, identifying strategic business challenges and positioning Azure solutions to create and convert opportunities into revenue growth; developing a deep understanding of customers’ business context, industry challenges, and strategic objectives; engaging customers through open-ended and insightful questioning; delivering compelling value propositions to business and technical decision-makers through whiteboarding sessions, solution demonstrations, and storytelling; and building business cases using Azure Pricing Calculator, ROI, and TCO tools.
The role collaborates with account teams, Solution Engineers, customer success managers, service teams, and partners to develop and execute closing strategies; analyzes account plans, installed solution portfolios, and consumption patterns; expands pipeline through Azure Marketplace and co-sell initiatives; and assesses implementation complexity and delivery risks to recommend an optimal delivery model.
It partners with GBBs and specialist teams to analyze competitive products, services, and market positioning, develops differentiated strategies across Infrastructure, Data, AI Agents, GitHub, Security, and other solution areas, and shares competitive intelligence with account teams.
The role manages territory execution using the Microsoft Customer Engagement Methodology (MCEM), evaluates opportunity quality throughout the sales lifecycle, develops territory strategies aligned with Azure Infrastructure Modernization, AI Platforms, Data Estate Transformation, and App Modernization, and maintains pipeline and forecast accuracy.
It assesses customer business priorities and technology readiness to develop executive engagement strategies, quantifies business outcomes such as cost optimization, productivity improvements, decision intelligence, new revenue generation, and faster development or operations cycles, and scopes Proof of Concepts and pathways from customer commitment to consumption growth.
It also contributes to organizational excellence through customer nominations for programs such as Azure Frontier Accelerate and Cloud Accelerate Factory, generates pipeline through outbound prospecting, executive briefings, industry events, and strategic customer engagement, and collaborates with partners to create opportunities and expand ecosystem revenue.
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