Solution Area Specialists - Security

Overview

Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from? Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!

The Microsoft Security organization’s mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. With thousands of global security experts worldwide, $1 billion+ invested annually in security research and development, and the cutting-edge AI- based Security innovations, Microsoft is ideally placed to think outside of the box and protecting customers and partners around the world.

As a Sales Security Specialist, you will drive 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). You will bring 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.

You will develop sales and business strategy options, while also being able to successfully execute complex opportunities. You will work cohesively in a highly matrixed environment with members of the Microsoft account team and services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices and deliver results and sales outcomes.

Qualifications

Required Qualifications (RQs)

• 10 + years of technology-related security sales experienceOR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experienceOR equivalent experience

Preferred Qualifications (PQs)

Responsibilities

Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory.

Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.

Build, own and manage key C-stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline, buying process and map out the key customer stakeholders.

Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers’ journey to balance the need for security and employee productivity with the right process and visibility.

Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value.

Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services.

Perform Return on Investment (ROI) and Total Cost of Ownership (TCO) analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.

Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect