商汤Solution Security Architect
任职要求
Bachelor's degree or higher in Computer Science, Network Security, or a related field. Minimum of 5 years of work experience in product security or network security. Proficiency in product security architecture design principles and methods, and familiarity with mainstream security technologies and tools. Strong logical thinking and problem-solving abilitie…
工作职责
Design and optimize the security architecture of products and solutions based on business needs and industry trends. Evaluate the effectiveness of existing product security architectures, identify potential security risks, and provide improvement recommendations. Participate in product planning and design to ensure security considerations are incorporated from the early stages. Conduct security risk assessments for products and solutions, identifying potential security threats and vulnerabilities. Develop security strategies and processes, ensuring that product development and operations adhere to unified security standards. Design and implement security controls such as data encryption, access control, and vulnerability management. Collaborate closely with business departments, development teams, and operations teams to ensure the effective execution of security strategies. Provide technical guidance and training to enhance the team's security expertise. Ensure company products and solutions comply with industry and middle east regulations, standards, and best practices. Monitor and interpret changes in industry security standards and regulations, and make timely adjustments to company security strategies and architecture.
• You will drive positive Customer Satisfaction and become a trusted advisor and provide feedback and insights from customers/partners and be the Voice of Customer to share insights and best practices, connect with Global Security teams at Microsoft, Engineering and Product teams to remove blockers and influence the solution roadmap. • You will land an end-to-end value prop for Security (i.e., Zero Trust) which spans the breadth of Microsoft Security offerings, and with focus on Threat Protection, ID + Access Management and Cloud Security. • You will support customers through the adoption lifecycle, through planning, adoption, deployment and optimization as you support increasing drive of Microsoft security products utilization as you lead technical solutioning and nurturing across the customer journey. • You will deliver technical presentations & demos and propose high-level solutions and work with key Microsoft and Partner resources to drive deployment & customer adoption Identify cross sell/upsell/Unified opportunities through customer engagement. • You will align your individual skilling to team/area demands and Customer Success goals and accelerate customer outcomes - Share expertise, contribute to IP creation & re-use to accelerate customer outcomes. • Run Architectural Design Session to build a plan for implementing the solution – governing design in line with customer business goals and their technical environment. Outcome is consensus on solution design and next steps toward production. • Collaborate and orchestrate with other Cloud Solution Architects and MS stakeholders including FastTrack, partner, and Microsoft Consulting in developing complex end-to-end Enterprise solutions with the Microsoft Security platform.
• Partner with area sales leadership and account teams in developing long term strategic plans for key must win accounts in your area. • Engage with customer C-suite executive with CISO being the primary role, to understand their strategic objectives. Develop and nurture trusted advisor relationships helping CISO mature their security program by establishing the foundation for best of breed as well best of platform security program architecture leveraging industry frameworks and standards. • Develop strategic, operational, and tactical recommendations tailored to each customer with the intent of improving customer security posture and compliance position, aligned with their business goals and risk tolerance. • Monitor and analyze emerging security trends, share insights with customers as well as our area leadership and guide them through the potential impacts on their industry. • Be the trusted Security partner between Microsoft and our strategic customers in developing, implementing and execute on their security priorities, driving customer intent to buy and post sales deployment. • Advise, coach and train the area leadership on MS security solution value prop and positioning. Be the SME supporting area senior leaders on security conversations in executive forums as CISO roundtables, etc. • In alignment with Microsoft’s key priorities, establish customers’ security strategy and ensure execution of said strategy with key C-suite customer stakeholders
• 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.
• Response and Resolution: You own, investigate, and solve complex customer technical issues and act as an advisor to the customer, collaborating within and across teams and leveraging troubleshooting tools and practices.• Readiness: You lead in building communities with peer delivery roles and share your knowledge through readiness programs, technical coaching and mentoring of others. • You deepen your technical and professional proficiency to enable you to resolve complex customer issues, through training and readiness.• Product/Process Improvement: You engage with Microsoft Engineering/ Supportability teams to investigate potential product defects and help develop automation techniques and diagnostic tools driving Microsoft product improvements. • Respond to and resolve critical customer issues as part of a 24x7 on-call rotation.