Solution Area Sales Specialist - Security in Public Sector

As a Security, Compliance & Identity (SCI) Specialist, you will be a senior solution seller responsible for the Microsoft security, identity and compliance solutions to our large public sector customers.  

You will manage CxO level business relationships, understand public sector related priorities and challenges, identify security opportunities, build security solutions and business case to close the sales. You will do this with your deep Public Sector and security knowledge, technical acumen and by leading a virtual team of resources across our Microsoft and Partner ecosystem.   

You will spend around 70% of your time on customer-facing activities driving sales conversations, 15% in internal meetings for collaboration and pipeline management and 15% for your learning (incl. personal development, security technologies, market and competitive trends). This role is flexible in that you can work up to 50% from home. 

The Microsoft Security & Compliance organization’s objective 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 public sector customers and society safe through our SCI Solutions. The Solution Specialist Unit team within the Microsoft Security organization is at the forefront of this effort, engaging directly with our German public sector customers to contribute to their success.  

With thousands of global security experts worldwide, more than $4 billion invested annually in security research and development, and the cutting-edge AI- based innovations such as Security Copilot, 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.  

• Technology-related security and compliance sales experience  
•  Bachelor's degree in computer science, Information Technology, Business Administration, or related field AND technology-related security sales experience  
• Professional sales background and established network in Public Sector Germany 
• Proven knowledge of Public Sector Germany specific rules and regulations   
• Languages requirements: native German, fluent English written and spoken

Technology  

• 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, and Compliance   

Professional   

1. Security Sales Experience: Experience selling security and compliance solutions to CISO, CDO, CTO and other key C-level stakeholders.    
2. Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.  
3. Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.    
4. Performer.  Highly driven person who consistently exceeds revenue targets, sales goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.  
5. Collaborative.  Thrive in a highly matrixed environment.  Work cohesively with members of the Microsoft account team & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices, & deliver results and sales outcomes.  
6. Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development of potential.  
7. Industry Knowledge: Industry experience and application of security solutions within in Public Sector or NGOs is mandatory  

• Be the security leader and expert for your assigned territory in Public Sector Germany. 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 security and compliance 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 and compliance 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.  
• Build a compelling value and business cases to accelerate 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 our sales CRM.  
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.