Sales Director, Cybersecurity

Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape.

As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place.

Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.  

We are seeking a Sales Director, Cybersecurity to join our team! 

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Execution

• Proactively brings technology and client-specific industry-leading insights with partners into customer engagements and coaches and influences other managers internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a technology industry thought leader in digital transformation across solution areas to advise customers. Directs and controls the organization through managers to drive strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value. Leads partner integration into account/territory planning and customer engagements. Oversees and inspires new Digital Transformation projects (e.g., cloud platforms and services) through business outcome selling and expanding customer business decision maker (BDM) connections. Sets a win strategy to accelerate and maintain a sustainable growth to win the overall market. Sets clear criteria and accountability to managers and team.
• Leads the organization to support the account teams and drives conversations with strategic/high-potential customers. Influences stakeholders to build a pipeline by solution area and across territories. Incorporates cutting-edge best practices on social presence and guides others, and drives consistency across regions. Develops, guides and empowers sales organization to think across organizational boundaries and drive the upsell of multi-cloud solutions resulting in businesses growth at or above targets and win market share, and accelerate customer value realization through cloud services consumption across solution areas bringing together a unified, unique value proposition for the customers. Influences the technical and product leadership agenda across the Microsoft field and supports the corporate organization. Proactively reports progress to leadership and removes execution obstacles.
• Proactively coaches and drives the organization to remove consumption blockers in pre-sales by collaborating and innovating with partners and other internal regional and global teams. Coaches the organization how to engage customers to drive cloud services growth, support and consumption in accounts and new markets. Leads with industry-leading technical insights on how to grow market share.
• Shares a vision of cloud excellence and inspires the organization to communicate with customers, leverage business language, understand their business needs, facilitate customer interactions to assess customer needs, and connect the need to Microsoft technology. Shares strategies to drive the cloud businesses growth at or above targets, and accelerates customer value realization through cloud services consumption across solution areas, including Support. Provides vision and controls on the development of solutions across regions. Guides the team to create vision for the customers and develops strategic plans to drive sales and demonstrate business value. Autonomously provides executive sponsorship on large accounts and leadership support.
• Coaches managers and teams on identifying and engaging decision makers and stakeholders to expand account relationships. Engages C-Suite decision makers to support teams on opportunity discovery and acceleration while coordinating external resources. Proactively leads external innovation circles/sounding boards. 
• Leads the organization to develop solution strategies for driving and closing strategic, highly complex and valuable opportunities. Directs and controls the implementation of strategies and the collaboration with the account team to ensure alignment. 

Scaling and Collaboration

• Demonstrates ownership within the organization to build a network of partners to cross-sell and up-sell and drive usage. Shares a vision with the organization to identify new partners and evaluate partner capabilities. Leads the development of partner strategies while ensuring execution. Provides input and feedback to Global Partner Solutions (GPS) on developing partner strategies and building partner capabilities to build and influence the market. Coaches the organization to drive end-to-end business solutions across solution areas, resulting in increased partner satisfaction and partner deal sharing year-over-year. Leads by example to be executive sponsor for Global Independent Software Vendor (ISV) and Global System Integrators (GSIs) and shares a vision for sponsorship relationships for all of the Specialist Team Unit (STU) leadership team. Actively participates in the local Partner Governance Council and makes recommendation for Partner recruitment, Partner upskilling, and Partner resource allocation.
• Guides the organization to apply the orchestration model with Account Team Unit (ATU), Customer Success Unit (CSU), Global Partner Solutions (GPS), Engineering, Consulting and Global Resources (e.g., Global Black Belts, FastTrack, Digital Win Room [DWR]). Establishes a vision and inspires communication and diverse collaboration across functions and instills a Digital First culture across the organization, leveraging Digital STU. Contributes to the development of the orchestration model and drives consistency across territories.

Technical Expertise

• Inspires the organization to build participation in Microsoft events. Provides direction for event setup and promotes best practices by sharing across subsidiaries and the adoption from other subsidiaries. Provides leadership in the Specialist Sales Leader community. Leads by example to show the learning culture across the organization.
• Acts as the spokesman for Microsoft at external events. Provides industry-leading expertise to customers/partners and shares knowledge on social media relevant for their market (e.g., LinkedIn). Establishes a sounding board of customers and partners related to technology innovation leveraging the established deep Engineering connections.
• Provides industry-leading knowledge to the organization on business and market knowledge. Reviews wins/losses with the management team and identifies systematic and non-systematic issues to resolve. Leads strategy development to position Microsoft products, solutions, and/or services (e.g., cloud services and platforms) against competitors. Leads discussions by sharing client-specific industry trends and insights across the organization. Leverages deep technology knowledge and coaches team about Microsoft technology differentiators/competitive advantage.

Sales Excellence

• Leads the organization to explore business and emerging opportunities to optimize the portfolio, resource allocation across Solution Areas and facilitate customer innovation to drive growth by leveraging technology, industry, and partner expertise. Builds new market by leveraging cutting-edge technology expertise and resources, including Engineering.
• Proactively promotes development of deep and influential relationships with client contacts. Leads the organization to ensure customer/partner satisfaction and facilitates the resolution of technical issues for strategic accounts. Establishes standards for customer/partner experiences. Ensures customers are made aware of new technology innovations.
• Guides the organization regarding client performance, in whitespace analysis, and identifying potential new business and new markets in their assigned regions. Develops and aligns the analysis approach across the organization. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Oversees the end-to-end business across geographical regions. Sets and monitors targets (e.g., sales, usage, customer acquisition) and operational standards for the organization and maintains the health of metrics within the assigned subsidiary/area. Interacts with Corporate leadership (including Engineering) and senior-executive stakeholders to get support for the organization and the geographical regions.

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• 9+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• 12+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND 10+ years technology-related sales or account management experience
  • o OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years technology-related sales or account management experience.
• 10+ years services sales or account management experience.
• 5+ years people management experience.
• 2+ years manager of managers experience.

Solution Area Specialists M6 - The typical base pay range for this role across Canada is CAD $178,300 - CAD $303,000 per year.

Find additional pay information here: Canada pay information | Microsoft Careers

Microsoft will accept applications for the role until October 21, 2024.

Microsoft is an equal opportunity employer. All qualified Applicants will receive consideration for employment without regard to age, ancestry, colour, 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.