Security Sales Specialist at Microsoft

Responsibilities

• Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs. Lead security and compliance 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.

• Where appropriate deliver scenario based product demos

• Develop and lead 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

• Multiple years of 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, especially 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.

• Excellent knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Identity and Access Management, Threat Protection, Information Protection.

• Good 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 develop 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 or equivalent work experience required