03 Aug
Solution Sales Specialist (Security, Compliance, Identity)
Illinois, Chicago , 60601 Chicago USA

Vacancy expired!

MicrosoftMicrosoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.Security (encompassing ‘security, compliance, identity and management’ is a top concern for organizations embracing digital transformation and navigating the challenges of hybrid work and interconnectivity. Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with an end-to-end security platform. To continue our growth momentum, we are hiring Security Sales Professionals to work with internal account teams and Partners to identify and drive end-to-end security engagements within key accounts.Key AccountabilitiesSales Prospecting: Accountable to proactively prospect to identify new end-to-end security opportunities. Key focus on driving the acquisition of new security and compliance customers.

Sales Orchestration: Orchestrates a virtual team and assesses customer security and compliance needs to develop strategies that proactively build a stakeholder network to close strategic end-to-end Security opportunities.

Scaling and Collaboration: Leads the planning, orchestration and execution on end-to-end Security and Compliance opportunities with internal stakeholders and partners to cross-sell and up-sell.

Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal. Has Level 200-300 technical aptitude and is able to confidently communicate with the CISO.

Sales Excellence: Leads and proactively plans and prospects for strategic customer wins across territories, does business analysis to pursue high-potential customers.

Deliver Results and Models Microsoft Values: Delivers results through teamwork, acts as role model for Microsoft values including treating others with fairness and respect.

ResponsibilitiesSales ExecutionProactively prospecting to identify end-to-end security opportunities.

Brings impactful security insights into customer engagements and closes end-to-end security and compliance deals with customers. Acts as a security thought leader across solution areas to advise customers across business functions on security. Leads security partner integration into account/territory planning and customer engagements. Provides security thought leadership and competitive insights.

Orchestrates with team members to drive a focus on security and to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and Specialist Teams Unit (MW and Azure STUs) to build security pipeline in collaboration with partners.

Drives Azure Security consumption with ATU and Partners and grows the security business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Security, Compliance and Identity (‘SCI’) Technical Sales Professionals, SCI Global Black Belts).

Drives advanced security and compliance workloads and engages security partners drive deployment and usage.

Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams and partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.

Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with internal teams and security partners to ensure alignment and execution.

Scaling and CollaborationLeads planning and execution on opportunities with internal teams and partners to drive upsell and cross-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to GPS on developing partner strategies and connects the partner ecosystems to scale business results.

Leads the sales orchestration with internal stakeholders and partners. Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

Technical ExpertiseLeads security and compliance customer conversations. Develops strategies for best security and compliance practice sharing across account pods.

Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on customer pursuit or withdrawal.

Collaborates with the Security 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape. Provides feedback to other teams (e.g., strategy and marketing) on future product trends or sales blockers.

Sales ExcellenceEngages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts.

Proactively prospects for business and is accountable for building a strong book of business.

Demonstrated ability to run a predictable business characerised by strong pipeline management and forecast predictability.

Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

Completes required training and obtains relevant product and role certifications. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

QualificationsRequired/Minimum Qualifications5+ years of Security-related sales experience

OR Bachelor's Degree in Information Technology, or related field AND 5+ years of technology-related sales or account management experience

Additional or Preferred Qualifications5+ years of technology-related sales or account management experience

OR Bachelor's Degree in Information Technology, or related field AND 5+ years of technology-related sales or account management experience

5+ years of solution sales experience.

Certification in Microsoft 365 Security Administration and/or certifications preferred MS-500, AZ-500, CEH, OSCP, CCSP, GSEC, CCIA, CISSP, ECSA, or GISP

The salary for this role in the state of Colorado is between $124,900 - 162,300.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work. US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others

#smcMicrosoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Vacancy expired!


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