Advanced Identity – Solution Sales Specialists (GBB) at Microsoft

Qualifications

Minimum

• Bachelor’s degree or equivalent practical experience, training, and certifications
• Knowledge and hands-on experience working with Enterprise customers.
• Proven track record of delivering sales results, exceeding quotas and managing complex sales pursuits from ideation to close with technical and subject matter expertise.

Preferred

• A bachelor's degree in computer science, information technology, cybersecurity, data security/compliance/governance or a related field is required, along with several years of relevant experience in security technical and/or sales account roles. The ideal candidate should possess experience and/or knowledge in working with Azure security services and workloads or other public cloud ecosystems. Additionally, expertise in developing strategies and architectures for securing networking and identity access workloads, including productivity SaaS applications, and IaaS and PaaS workloads is essential.
• Demonstrated high technical aptitude and hands-on experience in consultative sales of enterprise access management, network security solutions, with a specific emphasis on Microsoft's Entra Suite offering. In-depth knowledge of competitors in the identity and SSE space is also a key attribute.
• Proficient in Identity and security conversations. Substantial experience and direct accountability for crafting access and network security vision and architectures for hero use-cases and scenarios in both corporate entities and government sectors. Oversight of the comprehensive sales execution cycle of these strategic initiatives.
• Well-developed ability to influence without authority to drive change and strong oral & written communication skills, strong influencing skills, experience in public speaking to large and small audiences.

Responsibilities

Be a Security Identity Sales and Technical Expert

• Lead sales and technical presentations, demonstrations, workshops, design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's Identity offering, and how
• Purposefully master Microsoft’s Security value proposition to present the importance of secure identities and a zero-trust approach as base for the customer’s security strategy.
• Win the business and technical decision at customers for sales opportunities and usage scenarios
• Partner with and coach account teams on deal shaping and ideation
• Expertise in sophisticated identity, authentication, security, privacy, and compliance requirements, and integrating them into cloud and hybrid solutions. 
• Drive our new identity product line focusing on Secure Service Edge and Identity Governance Technologies.
• Enterprise customer level experience with cloud, hybrid infrastructures and adjacent technologies, architecture designs, migrations, and industry standards; broad experience with IaaS and PaaS, and broad Cloud Security; and competitive knowledge.

Be the customer interface and orchestrate a v-team of resources to solve customer problems

• Support partner and field sales and technical training and enablement.  
• Identify and remove business, technical, architecture, and competitive blockers
• Act as a Subject Matter Expert on Microsoft’s Security Advanced Identity Solutions.  
• Understand the capabilities of, strategically be able to work with, influence, build and grow, Microsoft’s customers, internal organizations, and external communities and partners.

Drive and Influence Customer Value

• Influence the Cloud Security solutions go-to-market strategies by providing feedback to sales, marketing, and engineering.  
• Influence key technical decision makers, industry decision makers, and boards.
• Lead, inspire and mentor members of Microsoft across sales, services, and marketing organizations and Microsoft partners.   
• Possess a growth mindset.