Senior Sales Specialist - Security

2 Months ago • 6-9 Years • Business Development

Job Summary

Job Description

As a Senior Sales Specialist - Security, you will drive business growth with strategic customers. Responsibilities include initiating sales conversations, guiding demos and quotes, collaborating with partners and internal teams, providing industry insights, closing deals, and advising customers on digital transformation. You'll develop and execute sales strategies, working within a matrixed environment with Microsoft teams, partners, and corporate functions. Key tasks involve leading accounts across territories, managing the end-to-end security business, building C-level relationships, understanding customer needs and security initiatives, demonstrating cloud security solutions, orchestrating sales teams, engaging security partners, performing ROI/TCO analysis, exceeding sales targets, and maintaining sales hygiene. The role requires expertise in cloud security, strong sales skills, and the ability to manage complex opportunities.
Must have:
  • 6+ years technology sales/account management
  • Bachelor's degree in related field
  • Lead accounts, manage security business
  • Build C-level relationships, exceed targets
  • Cloud security expertise, strong sales skills
Good to have:
  • MBA or related Master's degree
  • Homeland Security/Defense of Singapore experience
  • Solution/services sales experience

Job Details

Overview

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). 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:

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR 7+ years technology-related sales or account management experience.

 

Preferred Qualifications: 

6+ years solution or services sales experience.

Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ 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 9+ years technology-related sales or account management experience.

Having experience working in Homeland Security Singapore or Defense of Singapore will be an advantage.

 

Responsibilities

  • Be the security leader and expert for your assigned segment. 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 segment.
  • 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. 

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