ISVs at Microsoft are unique in the sense they are both customers we sell to, and partners we co-sell with. To support the 'sell to' motion, these enterprise customers require streamlined sales, account, and technical enablement processes and resources. To support the 'sell with' motion, these customers need support in access to Microsoft's broad base of industry customers, strong partnership and alignment with our GPS team, in addition to taking advantage of all of our partner products and services. As tech-centric organizations, ISVs expect technical depth across common scenarios and access to PG via a "level 300", single named source.
We're looking for an exceptional talent to be part of an exciting new EMEA motion to lead the development and growth of the EMEA ISV business. As a Sales Security Specialist, you will drive consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). You will bring impactful industry insights into customer engagements and close deals with customers. Act as a thought leader across solution areas to advise customers across business functions on digital transformation. Lead virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provide thought leadership.
You will develop sales and business strategy options, while also being able to successfully execute complex opportunities. You will work cohesively in a highly matrixed environment with members of the Microsoft account team and services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices and deliver results and sales outcomes.
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.
ResponsibilitiesBe the security leader and expert for your assigned territory. Lead and plan for accounts across territories, perform business analysis to pursue high-potential sales opportunities, and manage 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-stakeholder 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, competitive 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 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. QualificationsRequired/Minimum Qualifications (RQs/MQs)Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND several years of technology-related sales or account management experience.OR numerous years of technology-related sales or account management experience.Additional or Preferred Qualifications (PQs)Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND technology-related sales experience in the field of security.OR account management experience.OR Bachelor's Degree in Information Technology.Solution or services sales experience in the field of security. Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations here.
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