Digital Solution Area Specialists IC5
Microsoft · Posted Oct 19
Software, cloud computing, artificial intelligence, and hardware services
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About the role
The Small Medium Enterprises and Channel (SME&C) organization is a global sales team uniting Small Medium Business, Corporate, Strategy, and Partner teams, using AI and a partner ecosystem to help businesses adopt technology. The Digital Security Specialists team is hiring experienced specialist sellers who develop and win strategic security opportunities delivering end-to-end security thought leadership for customers. This role builds digital transformation security strategies with customers, leads consultative conversations, and orchestrates end-to-end security deals with internal stakeholders and partners to cross-sell and up-sell.
What you will do
- You will engage in conversations with customers aligned to their industry and collaborate with account and partner team to drive and qualify new opportunities and build pipeline.
- You will leverage digital selling including digital signals to drive customer interests and identify new stakeholders at the customer.
- You will identify customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches team members in deal plan execution, and implements close plans.
- You will accelerate opportunities from the Lead stage to closing the opportunity successfully in a strong seller to seller alignment with our key security partners.
- You will apply role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
- You will identify new partners, develop joint proposals with partners and contribute to developing partner strategies.
- You will leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
- You will lead conversations and set up events within Microsoft, mentors others and develop strategies for best practice sharing, initiate conversations with prospective customers/partners at events, act as a subject matter expert in one or more solution area(s).
- You will collaborate with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies and drive the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.
Skills used in this role
What the employer is looking for
- 10+ years technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years technology-related sales or account management experience.
- Understanding of MITRE ATTACK Framework and well verse with XDR, SIEM and Data Security technology & Platform.
- Industry certifications.
Preferred qualifications
- Cybersecurity industry experience. Microsoft security portfolio knowledge preferred.
- Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
- Proven sales and negotiation experience.
- Proven self-starter able to work towards delivery of goals as best practices are being developed.
- Able to drive technical security conversations and conduct product/solution demonstrations.
- Solid understanding of security market and complete solutions.
Benefits and support
- Compensation and benefits are detailed in the job posting
About Microsoft
Microsoft Corporation is a multinational technology company that develops, licenses, and supports a wide range of software products, services, and hardware devices. Best known for its Windows operating systems, Microsoft 365 productivity suite, and Xbox gaming consoles, the company has expanded heavily into enterprise cloud computing via Azure and advanced artificial intelligence solutions. As one of the world's most valuable public enterprises, it empowers individuals and businesses globally through innovative digital transformation.
- Industry
- Software
- Company size
- 228,000+ employees
- Founded
- April 4, 1975
- Location
- Redmond, Washington, USA
- Funding stage
- Public Company
Leadership
Chairman and Chief Executive Officer
Chief Financial Officer
Vice Chair and President
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