Solution Area Specialists - Security at Microsoft

Job number: 1807255

Overview

• Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? 
• If so, we are looking for you! The Microsoft Security organization’s mission of making the world a safer place has never been more important.
• As threats become more frequent and sophisticated, we must keep our customers safe through our Security Solutions. 
• The Solution Specialist team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success.
• As a Security Specialist, you will be a senior solution sales leader, selling Microsoft Security to our largest enterprise customers. 
• You will manage CxO level business relationships, understand customer challenges and priorities, identify security opportunities, build solutions and business cases to close the sales. 
• You will do this with your deep Industry and Security knowledge, technical acumen and by leading a virtual team of resources across Microsoft and Partner ecosystem. 
• You will spend time on customer-facing activities driving sales conversations, in internal meetings for collaboration and sales management and time for learning and development, [This role is flexible in that you can work up to 50%/ from home.

Responsibilities

• Be the security expert for your assigned territory. Lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business.
• Develop a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline and buying process.
• 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.

Requirements
Required Qualifications:

• 5+ years of technology-related security sales experience OR Bachelor's Degree in Computer Science, IT, Business Administration, or related field AND 4+ years of technology-related security sales experience.

Additional/ preferred qualifications:

• 4+ years solution or services sales experience
• Certifications: One or more of the following certifications is a plus: CISSP, CCSP, SC-500, AZ-900