Solution Area Specialists - Security

Solution Area Specialists - Security

5-10 years
Not Specified

Job Description

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with solutions that integrate across the ecosystem by connecting all of your identities, endpoints, apps, emails, docs and clouds to help you close critical gaps in coverage, reduce risk, and save costs with a streamlined security portfolio.
As we continue to grow as a Security Specialist organization, we are hiring Security sales professionals to run and drive security engagements within our largest accounts. Join a team of Cybersecurity Professionals led by a diverse set of leaders from across the industry. We are committed to diversity and inclusion and provide resources and support to everyone on our team.
To learn more about Microsoft's mission, please visit:
As the Security Sales Specialist, you are considered a subject matter expert with deep technical expertise within our enterprise sales organization. You will be expected to exceed sales quota by creating and implementing strategic account plans targeting enterprise-wide deployments. You develop trusted relationships at an executive level and build credibility across all levels of the customer's organization through a concrete understanding of our products and areas that can be resolved by our solutions. ​
You feel empowered by our product offerings - and love a technical challenge.​
Key Accountabilities:
  • Meet or Exceed Revenue Targets, Maintaining Sales Hygiene - executing discipline in lead management, opportunity qualification, close planning, pipeline hygiene, forecasting & deal commitment
  • Security Consulting Specialist Sales Driver - Ability to: Purposefully Plan & Influence Stakeholders & Decision-Makers. Skilled in Sales Planning to meet revenue & consumption targets, Relationship Building & Social Selling
  • Challenger Seller - Ability to: Influence Business & Technical Decision Makers. Skilled in creating cases for customer change & translating value propositions & solutions into Customer business outcomes
  • Acquire, lead, and develop security opportunities (remote work, security, compliance, cloud security) in your assigned territory​
  • Strong account management skills to identify cross-selling and up-selling opportunities within your accounts​
  • Own opportunities from qualification to close by orchestrating a virtual team of sales, technical, services, and partner resources across an extensive portfolio of products​
  • Demonstrate knowledge of cybersecurity industry, products, and competitor offerings
  • Develop relationships with customer, CxO level Business and Technical Decision Makers
  • Fundamental understanding of security threats, solutions, security tools, and network technologies
  • Communicate value propositions to clients and stakeholders that speak to their needs and requirements​
  • Stay updated on industry news and trends, and how they affect Microsoft products and services​
  • Travel as necessary within your territory, and to company-wide meetings

  • 5-10 years of recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
  • proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
  • demonstrated experience and expertise selling to senior business leaders, especially ciso, by aligning & reinforcing the value of cybersecurity solution to the customer's overall business pain and/or strategic opportunities and decision criteria.
  • solid understanding of microsoft security offerings and/or complementing solutions. the position requires the ability to articulate and present the business value of microsoft's solutions and have a firm understanding of microsoft's strategies, together with security and compliance offerings relative to major microsoft competitors.
  • excellent knowledge of enterprise software security solutions and platform competitor landscape. including specific knowledge in key security domains across the entire customer environment, like identity and access management, threat protection (edr/casb/mail protection/identity protection), information protection & dlp solutions, siem solutions & network protection solutions
  • good understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
  • ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the account teams as well as marketing teams to develop demand generation.
  • candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
  • the candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the security solution sales business locally inside and outside of microsoft, as well as be able to speak as a subject matter expert (sme) at industry or customer events
  • bachelor's degree or equivalent work experience required

Job Details

About Microsoft

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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