Enterprise Digital Sales Specialist

This job is with Microsoft, an inclusive employer and a member of myGwork – the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.

Overview

Digital Enterprise Sales empowers our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first scale organization aligned with partners. As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work collaboratively across teams while living our shared Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession. If you have a passion for driving digital first solutions and delivering customer satisfaction, we invite you to learn more about Digital Enterprise Sales and the value we bring to our customers, partners, and one another, every day.      

Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you The Microsoft Security organization’s mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must keep our customers safe through our Security Solutions. The Solution Specialist team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success.  

This is a new Digital Enterprise Sales motion that will focus on accelerating growth of our global and strategic downstream customers within the enterprise and public sector. 

We are looking for a passionate, experienced, and credible Security Specialist with a drive for developing and winning sales opportunities that delivers significant customer value, and accelerates their digital transformation journey.   

As a Security Specialist, you will be a senior solution sales leader, selling Microsoft Security to our largest enterprise customers. You will manage CxO level business relationships, understand customer challenges and priorities, identify security opportunities, build solutions and business cases to close the sales. You will do this with your deep Industry and Security knowledge, technical acumen and by leading a virtual team of resources across Microsoft and Partner ecosystem. You will spend 70% of your time on customer-facing activities driving sales conversations, 15% in internal meetings for collaboration and sales management and 15% for learning and development. This role is flexible in that you can work up to 50% from home.  

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. 

Qualifications

• One or more of the following certifications is a plus: CISSP, CCSP, SC-500, AZ-900
• Security Sales Experience : Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.   

• Strategic thinking & execution . Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities. 

• Performer .  Highly driven person who consistently exceeds revenue targets, sales goals and expectations and has the characteristics and determination to compete effectively against skilled and diverse competition. 

• Collaborative .  Work cohesively with members of the Microsoft account team & services field, Partners, and corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices, & deliver results and sales outcomes. 

• Growth Mindset . Ability to overcome and work around problems that are inevitable in rapidly growing businesses – have a positive approach to problem solving, learning, and development of potential.
• Technical passion with good understanding of cloud security -  Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM,  Multi-Cloud Security, Identity and Access management,  

• Experience with competitive Security solutions (e.g. Palo Alto, Splunk, CrowdStrike) is a plus. 
• Fluent in English & French 

Required/Minimum Qualifications  

• Experience of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, Business Administration, or related field AND technology-related sales or account management experience. 

Additional or Preferred Qualifications  

• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND experience of technology-related sales or account management experience 

• Experience of solution sales or consulting services sales experience. 

Microsoft 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. 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 .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Responsibilities

• Be the security expert for your assigned territory. Collaborate with the rest of the Digital Enterprise Sales team and the account team to lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business. 

• Develop strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded. 

• Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline and buying process. 

• Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers journey to balance the need for security and employee productivity with the right process and visibility.  

• Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value. 

• Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services. 

• Perform ROI and TCO analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.