Solution Sales Specialist - Security

Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.

In the Security Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership, driving significant customer value, and enabling transformational customer outcomes.  The Specialist seller works closely with customers to identify their cybersecurity needs and recommend the best solutions from Microsoft's suite of products and services.  As a Security Specialist you will build secure digital transformation strategies with customers, collaborating with different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, hone your solution sales and collaboration skills, and deepen your end-to-end security expertise.

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.  

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Required/minimum 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.
• Security Sales Experience: experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.
• 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.

• 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.

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• 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 CISO and other 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 ROI and 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. 
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. 
• Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas, and evaluates opportunities to make recommendations on pursuit or withdrawal.
  • Exhibits outstanding operational excellence – including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration.
  • Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (LinkedIn) and networking.
  • Enterprise customer level experience with cloud, security technologies (Identity and Access Management, Threat protection, Data protection, Cloud Security), and industry standards recommended
• Sales Excellence: Leads and plans for strategic accounts in the assigned territory, does business analysis to pursue high-potential customers and manages the End-to-End Security business across the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
• Sales and Technology
  • Exceed sales goals in an assigned sales territory
  • Demonstrated sales and partner management experience
  • Competes to win new market share
  • Significant experience delivering persuasive presentations to business decision makers