포지션 상세
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. As a Digital Security Specialist, you will take the lead in harnessing the power of AI to achieve customer leadership. Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place.
• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, and implements close plans
• Business Value Selling: Hunt new Security opportunities by identifying and engaging with key business contacts, understanding customers' business and technology priorities, governance, decision and budget processes
• Scaling and Collaboration: Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies
• Technical Expertise: Initiates Security discussions with business decision makers, shares best practices and key competitor knowledge across solution areas as a subject matter expert
• Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing
• Collaborates with 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies
• Sales Excellence: Collaborates with partners and resources to plan for accounts, compete plans, forecasting, and business analysis to pursue high-potential customers
• Delivers Results Through Teamwork: Drives execution of projects, partners and collaborates with other teams on related deliverables
• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience
• Cybersecurity industry experience; Microsoft security portfolio knowledge preferred
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers
• Proven security sales and negotiation experience
• Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers
• Proven self-starter able to work towards delivery of goals as best practices are being developed
• Able to drive technical security conversations and conduct product/solution demonstrations
• Solid understanding of security market and complete solutions
• Experience in managing channel sales
주요업무
• Sales Execution: Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, and implements close plans
• Business Value Selling: Hunt new Security opportunities by identifying and engaging with key business contacts, understanding customers' business and technology priorities, governance, decision and budget processes
• Scaling and Collaboration: Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies
• Technical Expertise: Initiates Security discussions with business decision makers, shares best practices and key competitor knowledge across solution areas as a subject matter expert
• Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing
• Collaborates with 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies
• Sales Excellence: Collaborates with partners and resources to plan for accounts, compete plans, forecasting, and business analysis to pursue high-potential customers
• Delivers Results Through Teamwork: Drives execution of projects, partners and collaborates with other teams on related deliverables
자격요건
• 6+ years of technology-related sales or account management experience• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience
• Cybersecurity industry experience; Microsoft security portfolio knowledge preferred
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers
• Proven security sales and negotiation experience
• Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers
• Proven self-starter able to work towards delivery of goals as best practices are being developed
• Able to drive technical security conversations and conduct product/solution demonstrations
• Solid understanding of security market and complete solutions
• Experience in managing channel sales
