Digital Solution Area Specialist - Security
Job Description
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.As a Security Solution Area Specialist, you will lead customer conversations around Microsoft’s security solutions, identifying opportunities to protect and empower organisations through Zero Trust principles. You’ll collaborate with internal teams and partners to drive digital sales motions, initiate, qualify and close leads, and guide customers through their security transformation journey.This opportunity will allow you to:Accelerate your career growth by engaging with cutting-edge security technologies and strategic customer scenarios.Develop a deep understanding of customer security needs and how Microsoft’s portfolio addresses them.Hone your selling skills in a high-performing, collaborative environment, while mastering co-selling strategies with partners and internal stakeholders.
Locations
- Multiple Locations, Multiple Locations, Germany, Multiple Locations, Multiple Locations, Germany
Salary
Salary not disclosed
Required Qualifications
- Solid Security technology-related sales or account management experience (degree)
- OR Bachelor's Degree in Information Technology, or related field AND Security technology-related or account management experience (degree)
- Proficiency in both spoken and written communication in English and German (degree)
- Strong Security technology-related sales or account management experience (degree)
- OR Bachelor's Degree in Information Technology, or related field AND solid Security technology-related sales or account management work experience. (degree)
- Security solution or services sales experience. (degree)
Responsibilities
- You will manage the end-to-end Security business of the assigned territory; conduct forecasting for accounts and develop and execute always on territory plan to drive intentional selling aligned with strategic priorities.
- You will collaborate with partners and resources, and leverage customer insights and industry knowledge; contribute to exploring business and emerging opportunities.
- You will participate in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
- You will identify customer compliance and cybersecurity needs and technical readiness; collaborate with internal teams, and partners to propose prioritized solutions that align with customers' needs; leverage the value propositions to communicate business impact of proposed solutions.
- You will implement strategies to help accelerate the closing of deals in collaboration with other team members; implement close plans (e.g., how to map timeline, stakeholder map, get customer buy in and commitment) to de-risk and drive predictable deal closure.
- You will engage in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry; have a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a security solution area, in collaboration with partners; share learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
- You will develop an understanding of external stakeholders' mapping, including who the decision makers and influencers are; participate with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
- You will identify opportunities to drive active usage and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Solution Engineers, global black belts [GBBs]); for licensing transactions and project engagements, ensure rapid and robust deployment plan at point of sale that is validated by partners; identify, articulate, and facilitate the removal of blockers to usage by partnering with internal and external stakeholders.
- You will collaborate with team members to discover new opportunities; drive incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborate with account teams, partners to track, qualify, and expand new opportunities.
Travel Requirements
2 days / week in-office
