About this role

Overview Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from? Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? 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 work to keep our customers safe through our Security Solutions. With thousands of global security experts worldwide, $1 billion+ invested annually in security research and development, and the cutting-edge AI- based Security innovations, Microsoft is ideally placed to think outside of the box and protecting customers and partners around the world. As a Sales Security Specialist, you will drive consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes and the collaboration with partners or internal teams (e.g., Solution Engineers, Global Black Belts). You will bring impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership. You will develop sales and business strategy options, while also being able to successfully execute 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 <ul style="margin-top: 0in; margin-bottom: 0in;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory.</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">Build, own and manage key C-stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline, buying process and map out the key customer stakeholders.</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">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. </li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">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.</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">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.</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">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. </li></ul> Qualifications Required Qualifications (RQs)<ul style="margin-bottom: 0in; margin-top: 0px;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">12+ years of technology-related security sales experience<ul style="list-style-type: circle; margin-top: 0in; margin-bottom: 0in;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experience</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">OR equivalent experience</li></ul></li></ul>Preferred Qualifications (PQs)<ul style="margin-bottom: 0in; margin-top: 0px;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">15+ years technology-related sales or account management experience<ul style="list-style-type: circle; margin-top: 0in; margin-bottom: 0in;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">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.</li></ul></li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">10+ years solution or services sales experience<ul style="list-style-type: circle; margin-top: 0in; margin-bottom: 0in;"><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">OR Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders. </li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">OR Industry experience and application of security solutions within Retail Healthcare, Manufacturing, etc. is a plus</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">IR Technical passion with good understanding of cloud security technologies - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management</li><li style="margin: 0in 0in 0in 0px; line-height: normal; font-size: 11pt; font-family: Calibri, sans-serif;">Experience with competitive Security solutions (e.g. Palo Alto, Cisco, CrowdStrike, etc.) is a plus</li></ul></li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>