Digital Solution Area Specialist - Security

Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you! The Microsoft Digital Enterprise Sales 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 keep our customers safe through our Security Solutions. The Digital Solution Specialist team within the Digital Enterprise Sales organization is at the forefront of this effort, engaging directly with customers to contribute to their success.

Dedicated to one of the fastest growing customer segments, in Digital Enterprise Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first specialist sales organization aligned closely with our partners. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems.

As a Digital Security Specialist, you will build secure digital transformation strategies with customers, collaborating with different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, hone your solution sales and collaboration skills, and deepen your end-to-end security expertise.

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.

We are looking for a passionate, experienced, and credible Security Specialist with a drive for developing and winning sales opportunities that delivers significant customer value and accelerates their digital transformation journey. This role is flexible in that you can work up to 50% from home. 

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

• Be the security expert for your assigned territory. Lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business.
• Develop a book of business of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline and buying process.
• 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.
• 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.
• 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.
• Perform ROI and 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) 

• 4+ years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 3+ years technology-related sales or account management experience
• OR equivalent experience

 Preferred Qualifications (PQs)

• 5+ years technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 4+ years technology-related sales or account management experience
• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience
• 4+ years solution or services sales experience
• Certifications: One or more of the following certifications is a plus: CISSP, CCSP, SC-500, AZ-900
• Technical passion with good understanding of cloud security - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management
• Experience with competitive Security solutions (e.g. Palo Alto, Splunk, CrowdStrike) is a plus

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