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, B…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.
Customer EngagementLeads the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams and resources, and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads partner organization connections (i.e. GPS) that lead to enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Leads strategy development for driving and closing complex, high-value opportunities. Partners across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle. Advances best practices to gain customer trust, secure deals, and strategically mitigate risks to enhance sales activities across the market.Sales & Pipeline ManagementStrategically analyzes business and emerging opportunities to enhance the customer portfolio and drive customer innovation. Integrates technology (e.g., AI sales agents, automation, Power Platforms) to accelerate growth across assigned domain. Employs comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute sales strategy. Manages optimization of partners assigned to each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches others on and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Coaches others on and leads to achieve usage and/or consumption pipeline hygiene targets to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.Sales StrategyLeads discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. Serves as a key point of contact for, and partners with internal senior stakeholders within and across organizations to strategically drive customer success. Proactively engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Ensures the integration of security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.Leads collaborations with others on whitespace analysis and leverages expertise to identify and capitalize on business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Integrates and translates market intelligence, trends, and insights to inform team strategy. Refines and evolves the established market analysis approach to ensure proactive alignment with strategic directives and emerging market trends.Synthesizes evaluation of the solution area(s) and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives cross-functional collaboration to propose and prioritize solutions and strategies that drive customer business objectives. Proactively identifies and addresses gaps, setting the direction for market engagement and sales execution.Leads partnerships with others cross-organizationally and guides the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Crafts and refines strategies and engages with customers to distinguish Microsoft’s offerings in the competitive landscape. Acts as a subject matter expert and trusted advisor for customers and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
Customer EngagementLeads the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams and resources, and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads partner organization connections (i.e. GPS) that lead to enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Leads strategy development for driving and closing complex, high-value opportunities. Partners across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle. Advances best practices to gain customer trust, secure deals, and strategically mitigate risks to enhance sales activities across the market.Sales & Pipeline ManagementStrategically analyzes business and emerging opportunities to enhance the customer portfolio and drive customer innovation. Integrates technology (e.g., AI sales agents, automation, Power Platforms) to accelerate growth across assigned domain. Employs comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute sales strategy. Manages optimization of partners assigned to each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches others on and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Coaches others on and leads to achieve usage and/or consumption pipeline hygiene targets to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.Sales StrategyLeads discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. Serves as a key point of contact for, and partners with internal senior stakeholders within and across organizations to strategically drive customer success. Proactively engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Ensures the integration of security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.Leads collaborations with others on whitespace analysis and leverages expertise to identify and capitalize on business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Integrates and translates market intelligence, trends, and insights to inform team strategy. Refines and evolves the established market analysis approach to ensure proactive alignment with strategic directives and emerging market trends.Synthesizes evaluation of the solution area(s) and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives cross-functional collaboration to propose and prioritize solutions and strategies that drive customer business objectives. Proactively identifies and addresses gaps, setting the direction for market engagement and sales execution.Leads partnerships with others cross-organizationally and guides the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Crafts and refines strategies and engages with customers to distinguish Microsoft’s offerings in the competitive landscape. Acts as a subject matter expert and trusted advisor for customers and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
Customer Engagement Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. Sales & Pipeline ManagementAnalyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy. Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals Sales StrategyEvaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution.Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Leverages established strategies and participates in conversations with customers to distinguish Microsoft’s offerings in the competitive landscape. Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success. Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
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.