MEA HQ SMC Cyber Security Lead at Microsoft

Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security solutions, expertise and services needed to keep their data safe.

In the Small, Medium, and corporate segment (SMC), we’re passionate about this mission and the SMC HQ team is seeking a motivated and self-driven sales professional to fill a key role as Cybersecurity Lead for SMC. As a sales lead, You will drive the SMC security sales motion across strategy, planning and execution on a programmatic basis, supporting SMC digital/field Sellers and leveraging CSG Technical and Security Partners to achieve/exceed quarterly and full year budget targets.

Responsibilities
Sales leadership:

• Develops and leads a successful Security sales strategy and executes high quality sales discipline according to both revenue and business objectives.
• Overachieve Azure Security ACR targets every quarter
• Deployment plan inclusion in Top 100 accounts with M365 E5 Security and/or Compliance workload

Customer Advocacy

• Leads from the front, personally engaging at CXO level to support and coach teams on opportunity discovery and acceleration; Leads sellers to drive end-to-end business solutions (drive solution area thinking and behaviors), increasing customer and partner satisfaction and average deal sizes YoY.
• Responsible for security deals orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.

Thought Leadership

• Provides value to customers through bringing insights on digital transformation and industry trends, clearly articulates the value of both first party and third party cloud based industry solutions, leveraging our Independent Software Vendor(ISV) and System Integrator(SI) partner network.

People Leadership

• Develops a high-performing community, leading by example and by enabling people
• Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.
• Qualifications

Qualifications
Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10+ years’ recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
• Strong track record of successful sales leadership, including outstanding sales achievement and deal making.
• Strong ability to coach sales teams and lead through indirect influence.
• Depth Knowledge of sales processes and a strong track record of cross company collaboration.
• Experience of working with product groups and other Corporate teams to drive Digital Transformation deals.
• 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 offerings 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, together with security and compliance offerings relative to major Microsoft competitors.
• Strong understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• 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 (e.g. CISSP, CCSP)