中途採用/Sr. Business Development Executive (Government）
仕事内容
マイクロソフトでは、日本の中央省庁のお客様との長期的、且つ戦略的なエンゲージメントとデジタルトランスフォーメーションを推進するため、Capture Manager (Sr. Business Development Executive)を募集しています。当ポジションは、営業、技術、リーダーシップチームを横断し、早期のエンゲージメントからアワード、プログラムの早期実行に至るまでのプロセスをご担当いただきます。
ビジネスディベロップメントのご経験、大型案件クロージングのご経験、日本の行政機関における人脈やコネクションをお持ちの方を歓迎いたします。
US本社関係者、開発チームとのコミュニケーションも必要となりますため、ビジネスレベルの英語力も求められます。
なお、日本の中央省庁のお客様をサポートするために必要なセキュリティクリアランス、および国籍要件を満たしていることが必須条件となります。
Are you passionate about leveraging your Strategic Business Development and Capture Management expertise to accelerate impact for our Public Sector business and support citizens and the digital transformation of countries around the world? If so, the Worldwide Public Sector (WWPS) team is growing and we’re looking for talented, experienced professionals with a passion for helping our Public Sector customers.
At Microsoft we have a clear and simple mission – To empower every person and organization on the planet to achieve more. The chance to do that, at scale, is nowhere greater than in the Worldwide Public Sector team where we are dedicated to empowering citizens, societies, and governments around the world. WWPS encompasses government, both at the national level and local level, defense and intelligence, and education. The Public Sector team engages with our customers of all sizes to support their missions and help them empower citizens and societies.
We are looking for professional Capture Managers (Sr. Business Development Executives) to drive our long-term, strategic engagement and digital transformation with Public Sector customers. This is a senior role working across sales, engineering, and leadership teams to manage select opportunities from early engagement through to award and early execution of the program.
The Capture Manager (Sr. Business Development Executive) is charged with winning large, strategic, Public Sector digital transformation opportunities. You will identify the resources needed to qualify and pursue the opportunity; interface with the customer, and manage the win, team, price-to-win, and proposal strategies. You will also leverage a virtual team and work across Microsoft. The role will require deep collaboration, a willingness to learn and a commitment to continual improvement.
We immediately seek a professional with an understanding of Japanese Government procurement practices who can lead a pursuit and support complex proposal development. Candidates who already have contacts and connections within Japanese government entities in the region are preferred. Eligibility to meet required security clearance or meet nationality / citizenship requirements, specific to supporting Japanese Government clients, is essential.
You will be a highly determined, self-motivated individual who fosters cross-organizational relationships and builds trusted customer connections to compete and win in the Public Sector IT market.
Responsibilities
Provide leadership across the company and externally with customers and partners as part of Microsoft’s Capture efforts for specific Public Sector opportunities.
Champion Microsoft’s Cloud solutions across Government and other Public Sector organizations, ethically influencing key decision makers.
Fully understand and assess the customer’s issues, needs, and program requirements.
Ensure a thorough understanding of competitive positioning and price-to-win. Assess Microsoft’s position compared to likely competitors and craft a win strategy to respond effectively.
Engage with marketing, sales, engineering, product, legal, compliance & services leadership to define winning strategies and messages.
Create and maintain a detailed and accurate Capture Plan and facilitate key opportunity decision gate and color team reviews.
Monitor and track action items identified in the Capture Plan.
Lead executive reviews working with Microsoft Corporate, Country and Regional Public Sector leaders.
Support pre-sales activities, including gaining funding and resources as well as required technical activities.
Support proposal development and work closely with proposal teams, as required.
Ensure smooth transitions throughout including post-award activities.
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応募資格(必須経験など)
Qualifications
Required:
Eligibility to meet required security clearance or meet nationality / citizenship requirements, specific to supporting Japanese Government clients, is essential.
10+ years working experience in a combination of capture management, business development, sales, or public sector procurement roles with an emphasis on Public Sector experience
Knowledge of, and direct work experience with, Government agencies, specific Government programs, and the Government sales cycle as it relates to large mission support capture pursuits.
Proficient in presentation and storytelling
Demonstrable experience developing partnerships by collaborating and influencing across multiple stakeholder groups.
Ability to work successfully across a complex, highly matrixed environment
Demonstrable skills in all aspects of planning, communications, analytical capabilities, and attention to detail.
Passion and proven record for revenue generation and capture management with measurable results.
Proven interpersonal skills, innovation, and the ability to motivate, inspire, and lead cross group/functional teams with a high degree of independence and success
Verbal and written communications skills across a geographically dispersed audience
Bachelor’s degree or equivalent
Preferred:
MBA
Knowledge of Microsoft’s solutions with a level of technical expertise, particularly Cloud technologies and workloads.
Understanding of the Shipley Methodology or other best practice for Capture and Proposal Management.