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Senior Services Account Executive

Microsoft· Services Account Management
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Tokyofull-timePosted 1mo ago

About the role

Microsoft Services Account Executive (SAE) representing AI adoption and transformation services across all sales stages, partnering with AE, SSP, and CSAM to accelerate cloud growth, AI transformation, and customer value realization while owning renewal strategy and risk mitigation to drive Services business growth and customer success.

Responsibilities

  • Identify, qualify, lead, manage, and close strategic industry cloud opportunities prioritizing customer business value and outcomes.
  • Engage customers early for on-time contract renewals, draft proposals, coordinate discounts, and up-sell enhanced support options.
  • Proactively build and maintain deep knowledge of customer business, trends, and industry challenges.
  • Leverage Microsoft Services Sales go-to-market scenarios to drive meaningful customer conversations and position AI, cloud, and security solutions.
  • Orchestrate consulting-sales relationships with core account teams, aligning efforts to successfully create, execute, and maintain Services Sales account plans.
  • Collaborate effectively across account and customer success teams, including partners, pursuit, and delivery teams to ensure a seamless “One Microsoft” customer experience.
  • Champion Microsoft’s common sales and delivery methodologies in all engagement activities.
  • Confirm budget, authority, need, and timeline (BANT) information to advance leads through the sales process and ensure pre-sales consulting resources are appropriately engaged.
  • Manage negotiations on terms and conditions with executive-level customer stakeholders, collaborating closely with internal teams and Deal & Contract Assist experts.
  • Lead close plan creation, update, and execution with active participation from the entire account team, anticipating and mitigating risks to maintain deal velocity.
  • Maintain accurate sales forecasting and collaborate with deal support and architects to align contracts with customer needs and business metrics.
  • Own and maintain trusted relationships with customers and partners, influencing key decision makers and leading regular engagement rhythms.
  • Advise customers on appropriate Microsoft Services catalog offerings to meet business needs and ensure aligned expectations throughout delivery.
  • Facilitate executive-level connections and maintain ongoing dialogues with customers to monitor satisfaction, manage risks, and create recovery plans as needed.
  • Lead One Services Portfolio (Advisory, FDE co-engineering, Architect/Design/Build, Unified Support) aspect of account planning and define sales priorities within MCAPS.
  • Drive strategic account planning, aligning services sales with Microsoft’s cloud and field revenue objectives.
  • Provide insights and recommendations addressing immediate and long-term customer business priorities and competitive positioning.
  • Anticipate account needs, invest resources wisely, and engage decision makers to develop strategic accounts.

Qualifications

  • Bachelor's Degree in Business, Information Technology, or related field
  • 6-10+ years Consultative Sales experience in commercial or public sector or equivalent experience
  • Strategic Sales Expertise: Proven ability to co-create transformation plans with AEs, CSAMs, and SSPs; Experience in quota retirement through AE-led Account Plans and CSAM-led Customer Success Plans; Familiarity with large/complex cloud deal planning, consumption forecasting, and milestone execution.
  • Consulting Services & Support Sales Knowledge: Ability to land consulting engagements, secure renewals, and grow services deals.
  • Customer Engagement & Planning: Skilled in account planning orchestration, including long-term visioning and 3-horizon roadmaps; ability to lead Quarterly Business Reviews, executive sponsor engagement, and customer governance.
  • Technical & AI Fluency: Comfortable engaging across all sales stages; capable of aligning services to AI transformation goals and technical strategy.
  • Cross-Functional Collaboration: Strong partnership with AE, CSAM and SSP roles; ability to embed services insights into planning and execution.
  • Language: Japanese (Fluent) / English (Business)

Skills

Required:Consultative sellingAccount planning

Benefits

  • Equal opportunity employer
  • Disability accommodations available upon request
Last updated Sep 17, 2026. Interested? Apply on the company site.

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