Specialist Sales - Security

Specialist Sales - Security

Microsoft
5-8 years
Not Specified

Job Description


Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security and compliance solutions, expertise and services needed to keep their data safe. In the Security Solutions Area we are passionate about this mission and the Cybersecurity Sales team is looking for a motivated and self-driven sales professional to fill a key role as an Enterprise Security Executive (ESE). As an ESE in your territory, you will partner with a virtual team of technical, services, and partner resources to advance the security and compliance sales process to achieve/exceed quarterly budget targets. The ideal candidate will have experience developing new business, building collaborative business relationships, positioning cybersecurity and compliance solutions and partner integration to help elevate customers cybersecurity posture. The ability to effectively present to a wide range and of audiences from IT, security administrators, to CxO (with primary focus on the Chief Information Security Officer), and decision makers for compliance solutions is key in this role.
The Security Specialist is a sales professional within our enterprise sales organization. The Specialist Enterprise Security manages the relationship with the CISO and compliance decision makers in Microsoft's top accounts, drives revenue and market share by providing customers with insights and solutions that help them confidently and securely move to the cloud. Work across Sales, Product, Marketing, Partner and Services organizations to pull together offerings that promote the goals of accelerating customer adoption of the Microsoft Cloud, leveraging advanced capabilities of Windows 10, EMS, Office 365 and Azure, and utilizing Microsoft's and partner services for assessments, monitoring and detection, and incident response.
Qualify prospects into opportunities by using consultative approaches to demonstrate how customers can enable digital transformation through cloud solutions, leveraging Microsoft Security and Compliance offerings.
Determine the appropriate solution bringing together Microsoft team members as well as partners. Develop and present proposals to customers in conjunction with account and other specialist teams, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Ensure a positive Customer and Partner Experience (CPE) that can be leveraged in future sales engagements.
Sales Execution
  • Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
  • Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
  • Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
  • Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
  • Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
  • Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration
  • Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
  • Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Technical Expertise
  • Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
  • Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
  • Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the compete global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

Sales Excellence
  • Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
  • Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
  • Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
  • Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
  • Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.
  • Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers business, and shares it with team members.

Other
  • Embody our and

qualifications
required/minimum qualifications
  • 5+ years of technology-related sales or account management experience
    • or bachelor's degree in computer science, information technology, business administration, or related field and 6+ years of technology-related sales or account management experience.

additional or preferred qualifications
    • 7+ years of technology-related sales or account management experience
      • or bachelor's degree in information technology, or related field and 8+ years of technology-related sales or account management experience
      • or master's degree in business administration (i.e., mba), information technology, or related field and 5+ years of technology-related sales or account management experience.
    • 6+ years of solution or services sales experience.

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. 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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