Tokyo

Our Japan office is in the heart of Tokyo, a transportation hub filled with shopping, entertainment, and activities. Here we operate primarily as a sales office for software, cloud services, devices, customer support and technology development. Tokyo is known for its modern technology, sub-culture, innovative food, and historical traditions. Despite being a thriving metropolis, Tokyo also offers multiple public green spaces and many areas of natural beauty a short train ride away.

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Account Executive (Public Sector)

2026-05-22

Japan, Tokyo-to, Tokyo

3 days / week in-office

Overview 日本マイクロソフトでは公共機関のお客様を担当するアカウントエグゼクティブを募集しています。主に自治体に対するセールス活動に加え、今後官公庁、自治体が共通的に利用するサービスに向けたマイクロソフトテクノロジーによるソリューション提供を担っていただきます。 自治体やその関連機関に対してマイクロソフトのクラウドサービスやソリューションの価値を訴求し、お客様の業務課題の解決やデジタルトランスフォーメーションを一緒に推進していきませんか。日本の自治体は大きく変わろうとしています。お客様のニーズを理解し、それに応えるだけでなく、戦略的に顧客と深く関わり、日本社会全体のデジタルトランスフォーメーションを推進していきたいといった気概をお持ちの方に是非来ていただきたいと考えております。 日本マイクロソフトの福利厚生や社員インタビューが掲載されたキャリア採用情報は、下記URLよりご確認下さい。<a href="https://nam06.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.microsoft.com%2Fja-jp%2Fmscorp%2Fmid-career%2Finterview%3Fmsockid%3D305219a1327166e1129b0c09339b675b&data=05%7C02%7CKunihiro.Ohyama%40microsoft.com%7Cb5de665f42624b71d34508deb7a2ff84%7C72f988bf86f141af91ab2d7cd011db47%7C1%7C0%7C639150107880867798%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=CoOeYIoeeg7ZRufwCGeGVCtfST2tZCfj6Syo02PmoMo%3D&reserved=0">https://www.microsoft.com/ja-jp/mscorp/mid-career/interview?msockid=305219a1327166e1129b0c09339b675b</a> Responsibilities ・顧客およびパートナーとの強固なリレーションの構築・顧客のニーズを理解し、カスタマイズされた顧客中心の提案とソリューションを作成して提供する・複数部署にまたがるメンバーをオーケストレーションしながら地方自治体のデジタルシフトを推進する・マーケット、担当テリトリーにおける売上の増加だけでなく、マインドシェアのアップを含むインパクトを残す・四半期毎/年間のターゲットの達成のための案件の管理、案件獲得のための適切なエスカレーションの実施 Qualifications ・公共機関担当として5年以上の営業、もしくはソリューションセールスの経験・顧客の課題やビジョン、中長期的な事業計画に対する戦略的、包括的なアカウントプランの立案および実行経験・ハイタッチセールスとあわせ、パートナーと協力してビジネス獲得に向けたプラン作成と遂行経験 This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>

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Commercial Executive - Public Sector

2026-05-22

Japan, Tokyo-to, Tokyo

3 days / week in-office

Overview Commercial Executive（CE）は、官公庁・自治体・公共機関のお客様に対し、契約、価格、条件、コンプライアンスを含む商流全体の責任者として、最適かつ持続可能な商業モデルを設計・交渉・実行するロールです。Account Executive（AE）が「Why Microsoft」を、Specialistが「Why a specific solution」を担う中で、CEは「How to maximize value from the commercial deal」をリードし、お客様とMicrosoftの双方にとって最大の価値を生み出す契約・商流の在り方を導きます。 Public Sector特有の調達制度、会計ルール、コンプライアンス要件を深く理解した上で、EA / ESA / MCA-E などの複雑かつ非標準な契約構成を含む商談を主導し、リスク管理と長期的価値創出の両立を実現します。 また、AE、Specialist、Deal Desk、Finance、Legal、パートナーなどと横断的に連携し、単発の取引に留まらず、更新・拡張・アニュイティを見据えた中長期的な商流戦略を推進します。 CEは、日本の公共サービスを支えるデジタルトランスフォーメーションを、「商流・契約」という最前線から支える、極めて影響力の高いポジションです。 Responsibilities <ul style="list-style-type: disc;"><li>Serve as the end-to-end commercial owner for Public Sector accounts, leading the design, negotiation, and execution of complex commercial models across contracts, pricing, terms, and compliance to maximize value for customers and Microsoft.</li><li><div>Act as a trusted advisor by translating customer business needs and Public Sector requirements into sustainable commercial strategies, pricing proposals, and negotiation approaches, ensuring ethical and compliant deal execution.</div></li><li><div>Lead and orchestrate cross-functional collaboration with Account Executives, Specialists, Deal Desk, Finance, Legal, and partners to deliver high-quality, on-time deals and long-term commercial outcomes.</div></li><li><div>Shape and negotiate complex and non-standard agreements, balancing risk management, compliance, and profitability while supporting customer procurement and fiscal constraints.</div></li><li><div>Proactively identify and develop growth opportunities across the deal lifecycle, including renewals, upsell, cross-sell, and expansion scenarios, with a focus on annuity and cloud growth.</div></li><li><div>Drive lifecycle-oriented commercial planning by aligning deal structures to customer priorities, budget cycles, and renewal strategies to enable long-term value realization.</div></li><li><div>Ensure adherence to Microsoft commercial policies, regulatory requirements, and governance standards, while identifying, assessing, and escalating commercial and contractual risks as needed.</div></li><li><div>Contribute to overall team success by fostering strong collaboration, sharing best practices, and supporting continuous improvement across sales and partner ecosystems.</div></li></ul> Qualifications Required Upon Hire and Critical/Important<ul style="list-style-type: disc;"><li>Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.</li><li>English Language Proficiency The ability to understand English when giving instructions and directions.</li><li>Written Communication The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>

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Sales Excellence Lead

2026-05-21

Japan, Tokyo-to, Tokyo

3 days / week in-office

Overview Sales Excellence Lead (SEL) for Public Sector serve as the Chief Operating Officer (COO) of the Public Sector segment, partnering closely with business leadership to operationalize strategy into disciplined execution that transforms and grows the business. SEL is the catalyst for growth. Acting as trusted advisors to sales leadership, SELs drive the operating rigor, execution rhythm, and performance accountability required to exceed budget, take market share, and deliver sustained business health. By maintaining a close, insight‑driven view of the business, SELs enable leaders to anticipate risk, activate the right motions, and translate priorities into predictable outcomes.<ul style="margin-bottom:0.0in;margin-top:0.0px"><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Drives sales growth through mid- to long-term account or business planning. </li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Defines and drives a predictable rhythm of the business (ROB) in collaboration with peers and/or leadership. Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders.</li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. </li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Guides sales teams/leadership on sales motions/strategies for opportunity management as a subject matter expert. </li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Leads optimization and improvement in sales team processes and capabilities across the organization. </li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Coaches and builds relationships with sales leaders on executing key priorities. </li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Drives awareness and clarity of Corporate or TimeZone programs.</li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Identifies trends on sales challenges or blockers. Integrates the feedback and escalate it to Corporate or TimeZone.</li><li style="text-align:left;margin:0.0in 0.0in 0.0in 4.3334px;font-size:10.5pt;font-family:'Yu Gothic', sans-serif;text-indent:5.3333px">Supports segment leader capacity as a senior leader.</li></ul> Responsibilities <ul style="margin-bottom: 0in; margin-top: 0px;"><li style="text-align: left; margin: 0in 0in 0in 0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Business Partnership and Support: Drives business partnership and planning as the primary orchestrator of segment strategies, activating leadership sponsorship and ensuring high-quality execution across regions. Advises and guides sales teams on opportunity management (e.g., upsell, cross-sell, renewal) and accelerates new business and deal closure. Develops mid- to long-term growth strategies based on business insights, aligning execution across teams. Leads a consistent rhythm of business (ROB), ensuring disciplined execution, actionable insights, and continuous improvement. Supports segmentation, territory planning, and quota setting in alignment with BSO and leadership.</li><li style="text-align: left; margin: 0in 0in 0in 0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Driving Sales Process Discipline: Drives sales process excellence, pipeline health, and accountability through data-driven insights and best practice sharing. Drives adoption of tools, analytics, and reporting to improve visibility and performance.</li><li style="text-align: left; margin: 0in 0in 0in 0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Sales Coaching for Growth and Transformation: Leads sales capability transformation by coaching managers, enhancing processes, and strengthening partner engagement. Collaborates across teams to remove blockers, improve efficiency, and increase customer-facing impact. Drives adoption of corporate programs and new ways of working.</li><li style="text-align: left; margin: 0in 0in 0in 0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Supporting Executive Capacity: Acts as a senior advisor to segment leadership, contributing to business management, organizational effectiveness, and high-performing team development.</li></ul> Qualifications <ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0.0in 0.0in 0.0in 0.0px; text-align: justify; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Required/minimum qualifications: <ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0.0in 0.0in 0.0in 0.0px; text-align: justify; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.</li><li style="margin: 0.0in 0.0in 0.0in 0.0px; text-align: justify; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">5+ years of experience using data to drive business outcomes or inform business decisions.</li><li style="margin: 0.0in 0.0in 0.0in 0.0px; text-align: justify; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">5+ years of experience managing relationships with stakeholders, clients, and/or customers.</li></ul></li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Additional or preferred qualifications: <ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="text-align: left; background-color: white; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Bachelor's Degree in a related field.</li><li style="text-align: left; background-color: white; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.</li></ul></li></ul> Capability & Skill<ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Communicating with Impact: Articulating with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented to and understood by audiences to drive successful outcomes in sales engagements.</li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Fostering Meaningful Relationships: Cultivating and nurturing strong connections with cross-functional teams, customers, partners, and stakeholder. Aligning the company's efforts to deliver exceptional value, ultimately building trust and loyalty with them for long-term success.</li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Identifying Solutions through an Analytical Lens: Distilling complex data into actionable insights, fostering problem-solving that align with strategic business objectives.</li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Leveraging Tactics to Drive Sales Outcomes: Implementing sales tactics and methodologies to drive sales outcomes that exceed targets through a strategic and value-based selling approach.</li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Managing Projects to Ensure Quality: Managing projects and ensuring high-quality deliverables through strategic planning, execution, resource alignment, and quality control practices.</li><li style="text-align: left; margin: 0.0in 0.0in 0.0in 0.0px; font-size: 10.5pt; font-family: 'Yu Gothic', sans-serif; text-indent: 5.3333px;">Maximizing Business Opportunities: Utilizing an understanding of business needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>

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