As part of WCB's newly formed Cybersecurity Solutions Group (CSG), the Cybersecurity Sales team is seeking a motivated and self-driven sales professional to fill a key role as a Cybersecurity Solution Specialist. As a Solution Sales Professional (SSP), you will lead a virtual team of technical, services, and partner resources to advance the sales process and achieve/exceed quarterly budget targets in your territory. The ideal candidate will have a proven track record of developing new business, building strong business relationships, and driving Cybersecurity solutions and partner integration to drive deployments. The ability to effectively present to a wide range and size of audiences from IT Pro to CxO (including CSO) to business decision makers is a must.
Are you excited about an opportunity to drive an innovative new approach to selling security to enterprises? WCB's new Cybersecurity Solutions Group plays a critical role in helping drive the company's security initiative by unifying the most relevant security services and products together to meet customer's needs. Core to this mission is the ability to work across both the Services and Sales organizations to pull together offerings that promote WCB's goals of accelerating customer adoption of the Microsoft Cloud, upgrading to Windows 10, Office 365 and Azure, utilizing Microsoft's Services for assessments, monitoring and detection, and incident response. The team works very closely with WCB field sales team (focus on STU Sales Specialists) and Microsoft Services through a strong and highly capable global v-team as well as the product groups.
Key Expertise Required
Creating and executing a business plan to ensure your services and product revenue, and unit goals are achieved including developing a healthy pipeline of qualified opportunities.
This role requires a seasoned solution sales professional with a deep understanding of solution selling and the ability to solve customer business needs through the innovative application of Cybersecurity business solutions.
Broad industry knowledge is required along with a deep understanding of the technology platform and how to design solutions based on the Microsoft Cloud and platforms.
Candidates will engage with Enterprise customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cloud-based solutions.
The successful candidate must have proven experience in driving complex, competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across Strategy, Consulting and Support.
This role requires an individual who is results-oriented, proactive, confident under pressure, and has demonstrated skills in solution sales. Strong leadership skills, strategic planning, excellent communication, virtual-team engagement, time management, pursuit planning, negotiation skills and presentation skills are essential.
An in-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital.
The successful candidate must possess strategic thinking, communication/presentation skills and organizational agility to guide customers through multi-year initiatives.
This role requires strong virtual team influence and integration skills, working with the Account Teams (WCB ATU and STU Teams) as well as Marketing teams to drive demand generation.
The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events.
Successful candidates will have a BS/BA degree or equivalent work experience (MBA Preferred) and 7-10 Years of enterprise software experience. This position is based in the United States. Some travel is required.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account Teams.
Develop relationships with customer CxO level Business and Technical Decision Makers. Drive solution sales scenarios through understanding the customer, the industry, and the competition.
Map customer business needs to Microsoft solutions providing a differentiating value proposition.
Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams and aligned to account plan strategy.
Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.