Senior Digital Solution Area Specialist-Security

Sales Execution

Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches team members in deal plan execution, and implements close plans.

Business Value Selling

Hunts new Security opportunities by identifying and engaging with key business contacts, partners, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition.

Scaling and Collaboration

Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.

Technical Expertise

Initiates Security discussions with business decision makers conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal.
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies.

Sales Excellence

Collaborates with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers
Showcases a learning mentality
Demonstrates a willingness to invest in your personal learning in the Cybersecurity arena.
Delivers Results Through Teamwork
Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

Qualifications

• Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
• Industry knowledge of Manufacturing, Cybersecurity industry experience.
• Microsoft security portfolio knowledge preferred.
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
• Proven sales and negotiation experience.
• Proven experience selling complex, cloud-based solutions to small and medium enterprise customers.
• Proven self-starter able to work towards delivery of goals as best practices are being developed.
• Able to drive technical security conversations and conduct product/solution demonstrations.
• Solid understanding of security market and complete solutions.
• Experience in managing channel sales.
• 3+ years of solution sales or consulting services sales experience.
• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
• Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
• Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
• Experience in competitive platforms and certifications preferred.
• Technical Skills: AZ-900 Azure Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain SC-900 certification within 3 months.
• Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies.
• Competes to win new market share.

Additional Information

Compensation: The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.