Solution Sales Specialist - Cybersecurity and Sovereignty
Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you!
Microsoft Security's mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. With thousands of global security experts worldwide, $4 billion+ invested annually in security research and development, and cutting-edge AI-based Security innovations, Microsoft is ideally placed to think outside of the box and protect customers and partners around the world.
As an ATLAS Security Sales Specialist, you will drive consumption and grow the security business for your assigned territory by partnering with local, regional, and national cybersecurity public sector customers. You will lead executive cybersecurity conversations, orchestrate envisioning workshops, and collaborate with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts) to drive PoCs and Pilots. You will bring impactful industry insights into customer engagements and close deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on Gen-AI Cybersecurity transformations on next-generation Public Sector SoCs. Lead virtual transformational shifts to drive deployment and create business value for customers. Lead partner integration into account/territory planning and customer engagements. Provides thought leadership. You will enable the PS move to cloud by rightfully positioning our public cloud and Microsoft Cloud for Sovereign (MCfS) capabilities.
You will develop sales and business strategy options while successfully executing complex opportunities. You will work cohesively in a highly matrixed environment with members of the Microsoft account team and services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices, and deliver results and sales outcomes.
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.
Responsibilities
1. Be the security leader and expert for your assigned territory. Lead and plan for accounts across territories, conduct business analysis to pursue high-potential sales opportunities, and manage the End-to-End Security business across the territory.
2. Drive Business Development for ATLAS and Digital Sovereignty opportunities in EMEA. Coordinate with ATLAS and MCfS global program lead on identifying gaps, trends, and repeatable patterns that can be applied across the globe.
3. Leverage GTM and ISKs from ATLAS and MCFS global program leads to accelerate pipeline and revenue in assigned territory.
4. Work with ATU/STU/NTO/CSU/WWPS stakeholders to identify and drive ATLAS and MCfS opportunities. Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
5. Build, own, and manage key C-stakeholder relationships in your accounts, driving awareness and excitement for Microsoft security platform value and influencing long-term strategic direction. Understand customer budget, timeline, buying process, and map out the key customer stakeholders.
6. Understand customer cloud and security initiatives, competitive landscape, and 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.
7. Orchestrate POCs, POTs, Pilots, and envisioning sessions to influence decision-makers. Demonstrate and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive end-to-end value selling from discovery to demonstrating and proving business value.
8. Coordinate EBCs and executive engagement (Microsoft and customer).
9. Work with regional partners and ISD throughout sales cycles. Engage security partners to help scale and accelerate the sales cycle while ensuring a deployment plan is in place for accelerated deployment with partner-added value services.
10. Perform Return on Investment (ROI) and Total Cost of Ownership (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.
Qualifications
Required Qualifications (RQs)
* Technology-related security sales experience
o OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND experience in technology-related security sales
o OR equivalent experience
Preferred Qualifications (PQs)
* Technology-related sales or account management experience
o OR Bachelor's Degree in Information Technology or related field AND experience in technology-related sales or account management
o OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND technology-related sales or account management experience.
* Solution or services sales experience
o OR Experience selling security solutions to CISO, CDO, CTO, and other key C-level stakeholders.
o OR Public Sector Industry experience and application of security solutions within Public Service, Defense, Critical Infrastructure, Government is a plus.
o Technical passion with a good understanding of Gen-AI, cloud security technologies - Threat protection (Endpoint security, Email security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management.
* Experience with competitive Security solutions (e.g., Google, Palo Alto, Splunk, Cisco, CrowdStrike, etc.) is a plus.
#J-18808-Ljbffr