OverviewAre you passionate about helping some of Japan's largest and most influential enterprises accelerate their AI transformation journey?
Microsoft is seeking an experienced
AI Business Solutions (ABS) Specialist to drive strategic customer engagements and business growth across a portfolio of Japan's top enterprise customers spanning Manufacturing, Financial Services, Life Sciences, Retail, Telecommunications, and Systems Integrators. This role is not aligned to a single industry and requires the ability to identify common transformation patterns, transfer best practices across customers, and scale impact across diverse enterprise environments.
As an ABS Specialist, you will serve as a senior solution sales leader responsible for advancing Microsoft's
Intelligence + Trust strategy, helping customers unlock the value of their data, modernize business processes, and accelerate AI adoption through Microsoft Fabric, Power Platform, Dynamics 365, Copilot, agents, and AI-powered business applications. You will help customers realize the full potential of AI while ensuring the security, governance, compliance, and responsible AI foundations required for enterprise-scale transformation.
As a leader in Microsoft's
Frontier GTM motion, you will orchestrate resources across AI, Data, Applications, Security, and Cloud to deliver customer outcomes aligned to strategic business priorities. Success in this role requires the ability to move beyond individual solutions, bring together diverse stakeholders, and position Microsoft's end-to-end platform to solve complex business challenges and accelerate transformation.
You will engage with C-suite executives, line-of-business leaders, and technology decision makers to shape AI, data, and business transformation strategies. Leveraging business acumen, executive presence, and solution expertise, you will lead complex sales motions, influence senior stakeholders, and build trusted relationships that drive long-term business and technology outcomes.
This is a highly collaborative role that requires deep partnership with account teams and specialists across Japan, while actively participating in Microsoft's global AI Business Solutions community across the Americas, EMEA, and Asia. You will bring global insights, customer success patterns, and industry-leading practices to Japanese enterprises while sharing innovation and learnings from Japan with peers around the world.
This role offers a unique opportunity to help shape Microsoft's global AI Business Solutions growth strategy by partnering with senior leaders, field organizations, engineering teams, and strategic customers worldwide to drive business transformation through AI at enterprise scale.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
ResponsibilitiesExecutive Customer Engagement- Build trusted advisor relationships with C-suite executives, business leaders, and technology decision makers to shape AI, data, and business transformation strategies.
- Lead executive discussions focused on business outcomes, operational excellence, customer experience, workforce productivity, and AI-driven innovation.
- Develop compelling business cases and transformation roadmaps that align Microsoft's AI Business Solutions portfolio with customer priorities.
Intelligence + Trust Leadership- Position Microsoft's unique Intelligence + Trust value proposition by helping customers accelerate AI adoption while maintaining security, governance, compliance, privacy, and responsible AI practices.
- Guide organizations through AI readiness, business process modernization, data transformation, and enterprise adoption of Copilot and agentic AI solutions.
- Help customers balance innovation and risk management while driving measurable business value.
Frontier GTM and Customer Outcome Orchestration- Lead Microsoft's Frontier GTM motion across strategic enterprise customers by aligning AI, Data, Security, Infrastructure, and Business Applications capabilities to customer business priorities and transformation objectives.
- Orchestrate cross-solution teams across sales, technical specialists, customer success, engineering, consulting, and partners to deliver integrated customer outcomes.
- Translate customer priorities into end-to-end transformation strategies that drive innovation, operational efficiency, growth, and measurable business value.
- Identify and advance opportunities that span multiple solution areas, ensuring Microsoft presents a unified and differentiated approach to customer success.
- Influence and align stakeholders across multiple organizations and leadership levels without direct authority, building consensus around customer strategy and transformation priorities.
Business Development and Sales Leadership- Develop and execute account and opportunity strategies to identify, qualify, advance, and close complex AI Business Solutions opportunities.
- Drive revenue, consumption, customer acquisition, and workload expansion across the Microsoft AI Business Solutions portfolio.
- Lead strategic deal pursuits and influence senior stakeholders throughout complex sales cycles.
- Own Microsoft's most strategic AI Business Solutions pursuits by shaping pursuit strategy, aligning executive stakeholders, mitigating competitive risks, and driving outcomes across complex transformation engagements.
Global Collaboration and Community Leadership- Collaborate closely with account teams across Japan to drive business growth and customer success within Microsoft's most strategic enterprise accounts.
- Partner with ABS specialists and solution leaders across the Americas, EMEA, and Asia to share best practices, leverage global expertise, and scale successful transformation patterns.
- Contribute market insights, competitive intelligence, and customer feedback to Microsoft leadership, engineering, and product teams.
- Actively participate in the global ABS community and help shape Microsoft's AI Business Solutions strategy through thought leadership and knowledge sharing.
- Act as a force multiplier by developing repeatable sales plays, customer success patterns, and field guidance that scale successful AI Business Solutions strategies across regions.
- Provide strategic market insights and customer signals that influence Microsoft go-to-market strategy, solution investments, and future business priorities.
Partner and Ecosystem Leadership- Build strong relationships with strategic Systems Integrators, Independent Software Vendors, and Microsoft partners to accelerate customer transformation and business outcomes.
- Develop and execute partner-led growth strategies that expand Microsoft's reach and impact within Japan's enterprise market.
- Drive joint customer engagement models that accelerate adoption and value realization.
QualificationsRequired/Minimum Qualifications- Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or related field AND 6+ years of technology-related sales, solution sales, consulting, business development, or account management experience
- OR equivalent experience.
Other Requirements- This position is not eligible for have authorization to work in the United States that does not now or in the future require employer sponsorship.
Preferred Qualifications- Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
- 6+ years solution or services sales experience.
- 10+ years of enterprise technology sales, consulting, or business transformation experience.
- Experience leading AI, data modernization, business applications, ERP, CRM, analytics, or cloud transformation programs within large enterprises.
- Knowledge of Microsoft Fabric, Power Platform, Dynamics 365, Copilot, Azure AI, and the broader Microsoft Cloud ecosystem.
- Demonstrated ability to lead Frontier GTM motions, aligning multiple solution areas to customer business priorities and orchestrating integrated transformation strategies.
- Experience partnering with global and regional Systems Integrators, Independent Software Vendors, and strategic consulting partners.
- Ability to identify opportunities across industries and apply successful transformation patterns to accelerate customer outcomes at scale.
- Experience working across geographically distributed teams and influencing stakeholders across the Americas, EMEA, and Asia.
Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
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This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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
requesting accommodations. 
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