Security Sales - Global Black Belt

• 122400 - 235000 USD per Year
• Full Time
• Posted : 4 months ago

Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security and compliance solutions, expertise and services needed to keep their data safe. In the Security Solutions Area (SSA) we are passionate about this mission and the Global Security Sales team is looking for a motivated and self-driven sales professional to fill a key role as a Security Global Black Belt (GBB) Threat Protection.

SSA is looking for a passionate, experienced, and credible Security Sales professional to join our growing team of GBBs. Your main goal as a Security Sales - Global Black Belt will be to win the technical decision of customers to purchase and use Microsoft Security services. In this role, you will be expected to both own and win the customer’s technical decision, as well as find new opportunities to pursue in partnership with the broader SSA sales team.

Because of the relative complexity of these opportunities, the GBB role forms solid teams across Microsoft and beyond. Candidates align their efforts with the Microsoft account teams, specialist sellers, Microsoft Services, partners, product engineering, marketing and broader field leadership.  GBBs possess extensive experience with executive customer relationships and connections, along with deep knowledge of our competitor’s offerings, sales strategies, and the ability to cultivate relationships with customers.

The role involves working as part of a global team, and although regionally based, the person hired will also support colleagues in other geographies. Successful candidates will be self-motivated, customer obsessed and will work closely with the local sales & services account teams, product engineering, and applicable partners to pursue corporate priorities and business opportunities.

At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft!

Responsibilities

• Lead both sales and technical presentations, demonstrations, workshops, architecture design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's Security products and services, and how we can make their businesses more successful.
• Own winning the business and technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to the customers, engaging with them to show our technology differentiation, and guiding them in decision making.
• Accountable for owning opportunities, sales tracking, management, and insights within CRM system. Partner with and coach account teams on deal shaping and ideation, participate in DWR and Winroom calls.
• Partner with deal desk, commercial executives, product management and engineering to uncover and prioritize improvements and enhancements to your assigned technologies.
• Support partner and field sales and technical training and enablement.
• Help identify and remove business, technical, architecture, and competitive blockers for your respective solutions.
• Influence the Cloud Security solutions go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and sales blockers you encounter.
• Act as a Subject Matter Expert to your assigned customers for Microsoft’s Security Solutions
• Consultative Solution Selling and Challenger mindset. Validated experience in consultative solution selling approach, including bringing innovative ideas to customers problems and being customer focused.
• Cloud Security Architect. The expertise and ability to integrate complex elements and customer requirements into innovative Cloud Security technical architectures.
• Cloud Trust. High-level expertise in sophisticated identity, authentication, security, privacy, and compliance requirements, and experience integrating them into cloud and hybrid solutions.
• Technical breadth. Enterprise customer level experience with cloud, hybrid infrastructures and adjacent technologies, architecture designs, migrations, and industry standards; broad experience with IaaS and PaaS, and broad Cloud Security; and competitive product knowledge.
• Technical depth. Domain authority, having enterprise customer level technical experience with design, configuration and implementation of cloud-based Security Solutions.
• Community Builder. Understand capabilities of, strategically be able to work with, influence cohesively, build and grow, Microsoft’s (or similar) customers, members of the Microsoft (or similar) sales, services, and marketing organizations, internal and external communities and Microsoft (or similar) partners.
• Effective Communicator. people negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills.
• Market Maker. influence key technical decision makers, influencers, industry decision makers and boards.
• Performer. Highly driven and passionate person who consistently exceeds goals and expectations .
• Able to lead, inspire and mentor members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners.
• Growth Mindset. Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit.
  
  

• 7+ years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience
• 5+ years of related experience in a security sale and/or technical sales roles
• 3+ years of experience with the securely architecting and deploying security workloads
  

• 9+ years technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.
• 6+ years solution or services sales experience
• High technical aptitude and hands-on experience working with enterprise security solutions and programs, especially Microsoft’s cybersecurity solutions.
• Significant, hands-on experience architecting and/or deploying threat detection and response solutions for enterprise-class customers.
• Knowledge of competitors to Microsoft’s Defender set of security products.
• Experience with Security Operations and Incident Response practices when coupled with XDR solutions.
• Experience and/or knowledge working with Azure security services and workloads, or other public cloud ecosystems.
• Experience developing strategies and architectures for securing cloud workloads, including productivity SaaS applications and IaaS and PaaS workloads.
• Experience and direct responsibility for developing security architectures for companies and/or governments and for overseeing the implementation and execution of said strategies.
• Well-developed ability to influence without authority to drive change.
• Able to meet the travel requirements of the role.
  

Skills

• Cloud Security
• Go-to-Market Strategy
• Incident Response
• Industry standards
• Security Sales
• Services Sales
• Solution Selling