Microsoft

Senior Digital Solution Area Specialist-Security

Microsoft • $85K — $168K *
Phoenix, AZ 85032In-Person
Information Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree in IT, Business, or related field plus 5+ years in technology sales or account management, OR 6+ years of experience in technology sales or account management.
  • Knowledge of the Manufacturing industry.
  • Experience in the Cybersecurity sector, preferably with Microsoft security solutions.
  • Proven ability to sell complex, cloud-based solutions to both Enterprise and SMB customers.
  • Strong sales and negotiation capabilities.
  • Self-starter focused on delivering goals and developing best practices.
  • Capability to conduct technical security discussions and product demonstrations.

Responsibilities

  • Engage with customers to uncover new sales opportunities and build a robust sales pipeline.
  • Evaluate customer readiness and implement strategies to accelerate deal closures.
  • Identify and cultivate new business opportunities within the security space.
  • Collaborate with Global Partner Solutions to create and propose joint strategies and initiatives.
  • Act as a subject matter expert in security during conversations and events, sharing best practices.
  • Work with partners on account planning, competitive strategies, and sales forecasts.
  • Drive project execution through collaboration with various teams to meet deliverables.

Benefits

  • Flexible work environment with opportunities for personal development in Cybersecurity.
  • Access to a wide range of resources to help in personal learning and growth in the field.
  • Work in a collaborative environment with diverse teams including engineering and marketing.
Full Job Description
Responsibilities

Sales Execution
  • 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 team members in deal plan execution, and implements close plans.

Business Value Selling
  • 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.

Scaling and Collaboration
  • 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.

Technical Expertise
  • 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.

Sales Excellence
  • 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.


Qualifications
Required/minimum qualifications
  • Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
Additional or preferred qualifications
  • Industry knowledge of Manufacturing
  • 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
  • 3+ years of solution sales or consulting services sales experience.
  • Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
  • High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
  • Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
  • Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development.
  • Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
  • Disciplined Operator - Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
  • Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended. Experience in competitive platforms and certifications preferred.
  • 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
  • Competes to win new market share.


Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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