微软Solution Area Specialists--Security
任职要求
• 7+ years of technology-related security sales experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experience OR equivalent experience
工作职责
• 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. • Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded. • 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. • 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 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.
Lead Customer Engagements: Act as the Azure sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling. Own and Convert Pipeline: Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory strategies and drive revenue. Orchestrate Across Teams: Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Azure Marketplace. Accelerate Decisions: Engage decision-makers with clear business cases using Azure Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption. Inspire and Influence: Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI.
• Field Communication & Stakeholder Engagement • Lead field briefing communications to ensure alignment between field sellers and the migration v-team. • Host regular office hours to address questions, concerns, and feedback from field teams. • Conduct individual account meetings to maintain transparency and consistency across stakeholders. • Serve as the primary point of contact for all project-related updates and inquiries. • Reporting & Progress Tracking • Own and maintain detailed migration progress reports by account. • Track project milestones and deliverables to ensure timely execution. • Provide structured updates to the migration v-team, senior leadership, and other key stakeholders. • Funding Preparation & Coordination • Conduct pre-triage with account teams to assess funding needs. • Prepare and present ECIF and ACO funding requests to migration funding approvers on a regular cadence. • Ensure funding proposals align with the strategic goals and priorities of Project Ferghana. • Work Scope & Timeline Management • Oversee all phases of the project lifecycle—from announcement to post-migration stabilization. • Ensure timely delivery of each phase within scope and budget. • Proactively identify risks and implement mitigation strategies.
As a Modern Work Digital Specialist, you will be a solution sales expert within our enterprise sales organization working with our most important customers. You will collaborate with a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed solution sales targets in your assigned accounts. You will help customers evaluate their business challenges, recommend solutions that meet their requirements, and close new business resulting in customer value and satisfaction. • Sales Execution: You will collaborate with virtual team members to identify customer business needs and contribute to the development of solutions. Proactively build an external stakeholder network to and implement strategies to accelerate and close Modern Work opportunities. • Business Value Selling: You will foster and expand Microsoft’s relationship with Customer Business Decision Makers. Hunt new Modern Work opportunities by identifying and engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of Modern Work solutions. • Scaling and Collaboration: You will collaborate with a network of internal partners on the planning, orchestration and execution of Modern Work opportunities to cross-sell and up-sell. • Technical Expertise: You will initiate Modern Work Business Decision Maker conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal. • 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 and manage Modern Work solutions across your accounts.
Sales ExcellenceManages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.Sales ExecutionIdentifies customer business needs and technical readiness; collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs; leverages the value propositions to communicate business impact of proposed solutions.Implements strategies to help accelerate the closing of deals in collaboration with other team members; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services; shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are; participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.Collaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.Scaling and CollaborationApplies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services; identifies new partners by researching and discussing with partners on customer scenarios; develops joint proposals and consumption plans with partners; implements partner strategies to scale the business.Technical ExpertiseResearches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.