As the world emerges from a global pandemic, there has been a profound impact on what people expect from work. In our most recent Work Trend Index study, we found that 53% of employees are more likely to prioritize health and wellbeing over work than before the pandemic. The shift demands companies rethink their approach to the employee experience—things like culture, purpose, flexibility, and mental health—to thrive in this hybrid world of work.
Microsoft is at the forefront of this transformation, launching an entirely new business category called Employee Experience. Microsoft Viva is an employee experience platform that brings together communications, knowledge, learning, resources, and insights in the flow of work. Powered by Microsoft 365 and experienced through Microsoft Teams, Viva fosters a culture that empowers employees and teams to be their best from anywhere. Employee Experience and Engagement | Microsoft Viva
To support our customers, the Employee Experience team is looking for someone who is passionate about people as individuals, not just workers. The Employee Experience Specialist is an accomplished and experienced solution seller with a proven record of accomplishment of Solution sales for a SaaS-based company or similar technology.
You will lead a virtual team of technical, licensing expert, engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.
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.
Responsibilities
- Sales Execution: You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities.
- Consultative Solution Sales: You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.
- Business Value Selling: You will foster and expand Microsoft’s relationships with Customer Business Decision. Collaborate alongside other sellers roles to identify and qualify new Modern Work opportunities, engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Microsoft Viva.
- Scaling and Collaboration: You will lead the planning, orchestration, and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell.
- Technical Expertise: You will lead Modern Work BDM (Business Decision Maker) and ITDM (Information Technology Decision Maker) conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
- Sales Excellence: You will lead the planning for accounts across territories, complete plans, and business analysis to pursue high-potential customers and manage Modern Work solutions across the organization.
- Deliver Results and Model Microsoft Values: You will deliver results through teamwork, acts as role model for MS values including treating others with fairness and respect.
Qualifications
- BS/BA degree is required
- 5-7 years of cloud solutions, consulting services, or technical selling experience
Additional or Preferred Qualifications :
- Sales Execution: Skilled in leading BDM outside of traditional ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
- Employee Experience: Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications. Has deep understanding of all or part of the challenges and opportunities in an emerging category and can envision solutions mapped with business value to address customer persona business needs and pains.
- Business Value Selling: Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy
- Scaling and Collaboration: Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results.
- Technical Expertise: Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers.
- Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account, and territory plan discussions to drive intentional selling in high propensity accounts.
- Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values and shows empathy and compassion
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Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with solutions that integrate across the ecosystem by connecting all of your identities, endpoints, apps, emails, docs and clouds to help you close critical gaps in coverage, reduce risk, and save costs with a streamlined security portfolio.
We are looking for a passionate, experienced, and credible security professional to join our global team of Technical Specialists. We are committed to diversity and inclusion and provide resources and support to everyone on our team. We are committed to diversity and inclusion and provide resources and support to everyone on our team.
The Impact You’ll Be Making
As a Security Technical Specialist your primary goal is to win the technical decision of customers to purchase and use our range of security-focused solutions.
Security Technical Specialist: Extended detection and response (XDR), zero trust and cloud security solutions.
Information Protection and Compliance Security Technical Specialist: Information Protection and Data Loss Prevention, Insider Risk Management as well as E-Discovery and Audit solutions.
Cloud Endpoint Technical Security Specialist: Microsoft 365 endpoint cloud compute architecture.
You will work within a virtual team of technical, partner and consulting resources to educate your customers at a technical level, demonstrate and prove our solutions, and win the technical decision, allowing the team to achieve/exceed quarterly Microsoft Security sales/usage targets in your accounts. Being part of this team will allow you to maintain and develop your deep technical expertise across Microsoft and non-Microsoft cloud-based security solutions, architectures, programs, and technologies.
Responsibilities
- Scale Customer Engagements: Remediates blockers; leads and ensures technical wins for Microsoft Security and adjacent technologies. Engages with and reaches out to customers proactively and independently; builds credibility with customers as a trusted advisor for Microsoft Security; and searches for and uses Microsoft Security customer references.
- Scale Through Partners: Engages in partner sell-with scenarios and supports partner technical capacity.
- Build Strategy: Contributes to Microsoft Security strategy development, shapes strategic win plan and tailors Microsoft messaging to audience for security opportunities. Enhances team capabilities for extended detection and response (XDR), zero trust and cloud security and develops compete strategies for Microsoft Security for assigned customers.
- Solution Design & Proof: Demonstrates and oversees demonstrations, presents and applies architecture patterns, proves capabilities and integration into customer environment, and drives cross-workload support for Microsoft solutions for security. Coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer security needs.
- Education: Builds their own readiness plan and grows extended detection and response (XDR), zero trust and cloud security space domain knowledge and practices expertise. Acts as a mentor for Microsoft Security, its integration with other Microsoft products & services, and Microsoft Security solutions generally; and increases internal virtual teams' understanding of extended detection and response (XDR), zero trust and cloud security space solutions and new opportunities.
Qualifications
We are currently hiring across a variety of teams with various levels of skills and experiences required. Below maps the minimum required qualifications to be considered for these positions.
- Experience presenting the value of technology solutions of architectures through POCs or customer presentations
- Expertise in architecting, designing and implementing Azure Active Directory (AAD), including managing identities, conditional access policies, access permissions, governance, and security hardening
- Experience with implementing and supporting Security Information and Event Management (SIEM) solutions, including threat detection, threat response, incident and log analysis, and incident investigation
- Expertise in extended detection and response (XDR), zero trust and cloud security solutions & architectures; knowledge of enterprise-level security and network architecture, data security, governance and compliance; and other technical and industry knowledge; leading technical discussions with customers and establishing rules of engagement
- Proven experience with information and data protection technologies (including encryption, key management, data loss prevention) as well as architectures and programs for Governance, Risk and Compliance such as Insider Risk Management and eDiscovery.
- Demonstrated knowledge of regulatory compliance and related assessments/certifications for cloud and hybrid solutions.
Technical Solution Leader
- Security & Compliance practitioner. Experience and ability to explain key solutions and architectures for confidentiality, integrity and availability across multiple cybersecurity and compliance topics including endpoint detection and response, anti-malware, persistent threats, email security, user behavior and analytics, threat intelligence, threat hunting and forensics, information protection, application management, security management and/or auditing and governance
- Identity practitioner. Experienced professional conversant in cloud-based identity and access management solutions as well as hybrid architectures and integration of cloud-based apps (SaaS)
- Insatiable Learner. Desire to know more than the standard and stretch to know more than Microsoft products
- Practitioner mindset. Committed to knowing not just what solutions can do but practices the skills required to properly implement solutions
- Cloud Trust. Demonstrated knowledge of identity, authentication, security, privacy, and compliance, including cloud and hybrid solutions
- Technical breadth. Customer experience with cloud and hybrid infrastructures, architecture designs, migrations, and technology management; broad experience with Microsoft 365 Security, Azure Security and Enterprise Mobility + Security, and Windows 10 preferred.
- Technical depth. Practical enterprise customer experience with configuration and implementation of Microsoft or other security & compliance solutions as well as competitive product knowledge (ex. Okta, Symantec, Boldon James, Proofpoint, Crowdstrike, Arcsight, Splunk)
- Planning for success. Drive deployment and adoption planning, using Microsoft FastTrack and partners preferred.
- Collaborative. Able to work cohesively with customers, members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners
- Excellent Communicator. Outstanding written & verbal communication, collaboration, organizational, presentation, and deep technical product demo skills
- Executive Presence. Validated experience engaging with senior level executives preferred.
- Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused preferred.
- Performer. Highly driven passionate person who consistently exceeds goals and expectations
- Growth Mindset. Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing, and learning from both successes and failures; sharing practices and knowledge for others’ benefit
Required/Minimum Qualifications
- 6+ years of technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience OR equivalent experience
Additional or Preferred Qualifications
- 7+ years of related experience in technical presales and/or technical consulting roles preferred.
- Bachelor's degree in Computer Science, Information Technology, or related field preferred.
- Certification in Microsoft 365 Security Administration or Azure Security Engineer valuable.
- Certification in any of the following valuable: CEH, OSCP, CCSP, GSEC, CCIA, GSED, ECSA or GISP
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