Solution Area Specialists - #7503934

Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security and compliance solutions, expertise and services needed to keep their data safe. In the Security Solutions Area (SSA) we are passionate about this mission and the Global Security Sales team is looking for a motivated and self-driven sales professional to fill a key role as a Security Global Black Belt (GBB) Advanced Identity.

  

 Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

SSA is looking for a passionate, experienced, and credible Security professional to join our growing team of GBBs.  As a SSA Global Black Belt (GBB) you will be a senior solution sales leader working with our most important customers and deals. You will collaborate and lead a virtual team of technical, partner, marketing and engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for our Advanced Identity family of security products.  GBBs possess extensive experience with executive customer relationships and connections, along with a deep knowledge of our competitor’s offerings, sales strategies, and the ability to cultivate relationships with customers.

  

Embody our culture and mission.

Check out all our products at: http://www.microsoft.com/en-us.

The role involves working as part of a global team, and although regionally based, the person hired will also support colleagues in other geographies. Successful candidates will be self-motivated, customer obsessed and will work closely with the local sales & services account teams, product engineering, and applicable partners to pursue corporate priorities and business opportunities.

Responsibilities

Responsibilities

Be the Security Identity expert in your assigned region.

• Lead both sales and technical presentations, demonstrations, workshops, architecture design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's Identity offering, and how we can make their businesses more successful.
• Purposefully master Microsoft’s Security value proposition to holistically present the importance of secure identities and a zero-trust approach as base for the customer’s security strategy.
• Own winning the business and technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to the customers, engaging with them to show our technology differentiation, and guiding them in decision making.
• Partner with and coach account teams on deal shaping and ideation, participate in DWR and Winroom calls.
• Consultative Solution Selling and Challenger mindset. Validated experience in consultative solution selling approach, including bringing innovative ideas to customers problems and being customer focused.
• Cloud Trust. High-level expertise in sophisticated identity, authentication, security, privacy, and compliance requirements, and experience integrating them into cloud and hybrid solutions.
• Technical breadth. Enterprise customer level experience with cloud, hybrid infrastructures and adjacent technologies, architecture designs, migrations, and industry standards; broad experience with IaaS and PaaS, and broad Cloud Security; and competitive product knowledge.
• Technical depth. Domain authority, having enterprise customer level technical experience with design, configuration, and implementation of cloud-based Security Solutions.
  
  

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems.

• Partner with deal desk, commercial executives, product management and engineering to uncover and prioritize improvements and enhancements to your assigned technologies.
• Support partner and field sales and technical training and enablement.
• Help identify and remove business, technical, architecture, and competitive blockers for your respective solutions.
• Act as a Subject Matter Expert to your assigned customers for Microsoft’s Security Solutions.
• Community Builder. Understand capabilities of, strategically be able to work with, influence cohesively, build and grow, Microsoft’s (or similar) customers, members of the Microsoft (or similar) sales, services, and marketing organizations, internal and external communities and Microsoft (or similar) partners.
• Excellent Communicator. people negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills.
  
  

Stay sharp and assist Microsoft transform how we deliver value to customers.

• Influence the Cloud Security solutions go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers you encounter.
• Market Maker. influence key technical decision makers, influencers, industry decision makers and boards.
• Performer. Highly driven and passionate person who consistently exceeds goals and expectations.
• Lead. Able to lead, inspire and mentor members of Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners.
• Growth Mindset. Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing, and learning from that; sharing practices and knowledge for others’ benefit.
  
  

Qualifications

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience
• 5+ years of related experience in a security sale and/or technical sales roles
• 3+ years of experience with the securely architecting and deploying security workloads
  

 Additional Or Preferred Qualifications

• 9+ years technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience
• 6+ years solution or services sales experience
• High technical aptitude and hands-on experience working with enterprise security solutions and programs, especially Microsoft’s cybersecurity solutions
• Knowledge of competitors to Microsoft’s Identity set of security products
• Experience developing strategies and architectures for securing cloud workloads, including productivity SaaS applications and IaaS and PaaS workloads
• Experience and direct responsibility for developing security architectures for companies and/or governments and for overseeing the implementation and execution of said strategies
• Well-developed ability to influence without authority to drive change
• Able to meet the travel requirements of the role
  

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.