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As a Digital Security Specialist, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing solution sales strategies by leveraging various programs and offers. Additionally, you will be responsible for selling cloud services and platforms tailored for our managed customers. Furthermore, you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and Microsoft.Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.
Job Responsibility:
Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline
Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans
Hunt new Security opportunities by identifying and engaging with key business contacts, partners, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition
Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer
Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies
You will initiate Security discussions with business decision makers conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal
Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s)
Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies
You will collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers
Showcase a learning mentality: Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena
Delivers Results Through Teamwork
Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams
Requirements:
6+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience
Cybersecurity industry experience
Microsoft security portfolio knowledge preferred
Demonstrated experience selling complex, cloud-based solutions to Enterprise customers
Proven sales and negotiation experience
Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers
Proven self-starter able to work towards delivery of goals as best practices are being developed
Able to drive technical security conversations and conduct product/solution demonstrations
Solid understanding of security market and complete solutions
Experience in managing channel sales
Nice to have:
8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience
3+ years of solution sales or consulting services sales experience
Strategic thinking & execution
Excellent Communicator
High Performer
Collaborative
Growth Mindset
Purposeful Planner & Executor
Disciplined Operator
Technical breadth
Technical Skills: AZ-900 Azure Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain SC-900 certification within 3 months
Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies