Solution Spec Enterprise Secure at Microsoft

Job description

Responsibilities

The Impact You'll Be Making... Qualify prospects into opportunities by using consultative approaches to demonstrate how customers can enable digital transformation through cloud solutions, leveraging Microsoft Security offerings. Determine the appropriate solution bringing together Microsoft supporting team members as well as partners. Develop and present proposals to customers in conjunction with account and other specialist teams, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Ensure a positive Customer and Partner Experience (CPE) that can be leveraged in future sales engagements.

Key accountabilities:

• Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs. Drive security solution sales scenarios through understanding the customer's long and short-term strategy, the industry, and the competition.
• Own the development, creation and updating of the account security plan, aligning with the overall account plan strategy.
• Responsible for security deals orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
• Drive pursuit strategies including precise opportunity close plans working closely with the local Account and Specialists Teams.
• Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams
• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
• Manage the overall Security opportunity deal governance working with the customer's CISO/Security team and the Microsoft local Account and Specialist Teams.

Qualifications

Who we're looking for... Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10+ years' recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
• Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
• Demonstrated experience and expertise selling to senior business leaders, specifically CISO, by aligning & reinforcing the value of cybersecurity solution to the customer's overall business pain and/or strategic opportunities and decision criteria.
• Solid understanding of Microsoft Cloud Platform products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and security products relative to major Microsoft competitors.
• Strong knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Identity, Access Management, Threat Protection, Information Protection.
• Strong understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the Account Teams as well as Marketing teams to drive demand generation.
• Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
• The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events.
• Bachelor's Degree required, MBA preferred, relevant industry security certifications desired (i.e. CISSP)