Solution Area Specialists - Security
Microsoft · Posted Oct 15
Software, cloud computing, artificial intelligence, and hardware services
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About the role
The Microsoft Security organization works to keep customers and partners safe through its Security Solutions, backed by thousands of global security experts, over $1 billion invested annually in security research and development, and AI-based security innovations. This Sales Security Specialist role sits on a fast-paced sales team driving consumption and growing business with existing strategic customers. The role develops sales and business strategy, leads customer engagements across solution areas, and collaborates with Microsoft account teams, partners, and corporate sales, engineering and marketing to solve customer security challenges.
What you will do
- 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.
Skills used in this role
What the employer is looking for
- 12+ years of technology-related security sales experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experience OR equivalent experience
Preferred qualifications
- 15+ years technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 8+ years 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 technology-related sales or account management experience.
- 10+ years solution or services sales experience OR Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders. OR Industry experience and application of security solutions within Retail Healthcare, Manufacturing, etc. is a plus
- IR Technical passion with good understanding of cloud security technologies - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management
- Experience with competitive Security solutions (e.g. Palo Alto, Cisco, CrowdStrike, etc.) is a plus
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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