Digital Security Solution Area Specialist

2 months ago

Dublin, Dublin City, Ireland Microsoft Corporation Full time

Microsoft 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 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 Accountabilities

  • Sales Prospecting: Accountable to proactively prospect to identify new end-to-end security opportunities. Key focus on driving the acquisition of new security 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 Acumen: 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 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.

Responsibilities

Sales Execution:

  • Proactively 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) to build security pipeline in collaboration with Security partners.
  • Drives advanced security and compliance workloads and engages security partners to drive deployment and usage.
  • Articulates business value and collaborates with TS and partners to lead the development of solutions that aligns with the customer's needs.
  • Collaborates with internal teams and security partners to ensure alignment and execution.

Scaling and Collaboration:

  • Leads 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..
  • 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 Acumen:

  • Leads 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 TS.

Sales Excellence:

  • Engages 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.

Qualifications

Required/Minimum Qualifications

  • Demonstrable years of Security-related sales experience OR a Bachelor's Degree in Information Technology, or related field AND extensive years of technology-related sales or account management experience.
  • Fluencey in German speaking and writing.

Additional or Preferred Qualifications

  • Proven years of technology-related sales or account management experience OR a Bachelor's Degree in Information Technology, or related field AND proven years of technology-related sales or account management experience
  • Demonstrable solution sales experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .


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