Security Sales Specialist

vor 3 Monaten

Zürich, Schweiz Microsoft Vollzeit
Security Sales Specialist (Enterprise Security Executive)

Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you

The Microsoft Security organization’s mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. The Solution Specialist Unit team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success. With thousands of global security experts worldwide, $1 billion+ invested annually in security research and development, and the cutting-edge AI-based Security innovations, Microsoft is ideally placed to think outside of the box and protect customers and partners around the world.

In the Enterprise Security Sales team, we are looking for passionate, experienced, and credible security sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership driving significant customer value and enabling transformational customer outcomes. As a Security Sales Specialist, you will focus on security strategies with customers, collaborating across different groups inside the Customer environment to successfully enable them to be more secure and to position our security portfolio. You will lead consultative sales conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities with internal stakeholders and partners, selling Microsoft Security to our largest enterprise customers.

This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your security end-to-end expertise. The ideal candidate will have experience developing new business, building collaborative business relationships, positioning cybersecurity and data security solutions to help elevate customers’ cybersecurity posture. The ability to effectively present to a wide range and size of audiences from IT, security SOC leads, to executive level (with primary focus on the Chief Information Security Officer, CRO) and decision makers for compliance solutions is key in this role.

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.

Responsibilities

Responsibilities

  • Sales Execution: Be the security expert for your assigned territory. Lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business. Develop a book of business of sales opportunities, ensuring that sales targets are met or exceeded.
  • Sales Excellence: Leads and plans for strategic accounts in the assigned territory, conducts business analysis to pursue high-potential customers and manages the End-to-End Security business across the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. 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.
  • Relationship Management: Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long-term strategic direction. Understand customer budget, timeline, and buying process.
  • Scaling and Collaboration: Collaborates on the planning, orchestration, and execution on end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value.
  • Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas and evaluates opportunities to make recommendations on pursuit or withdrawal.
  • Commercials and Business Value: Performs ROI and TCO analysis and leverages 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.
Qualifications

Required/Minimum Qualifications

  • Cybersecurity Sales with focus on large enterprise customers.
  • Demonstrated experience and expertise selling to senior business leaders, especially CISO, by aligning & reinforcing the value of cybersecurity solutions to the customer’s overall business pain and/or strategic opportunities and decision criteria.
  • Solid understanding of the Microsoft Security XDR, Data security and Microsoft Cloud Security offerings and complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's security solutions and have a firm understanding of Microsoft's strategies, together with security offerings relative to major Microsoft competitors.
  • Solid years technology-related sales or account management experience
    OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND a few years of technology-related sales or account management experience
    OR equivalent experience

Preferred Qualifications

  • Extensive experience in technology-related sales or account management.
  • OR Bachelor's Degree in Information Technology, or related field AND solid years technology-related sales or account management experience.
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND a few years technology-related sales or account management experience.
  • Security Consulting background with focus on large enterprise customers.
  • Solid years solution or services sales experience.
  • Certifications: One or more of the following certifications is a plus: CISSP, CCSP, SC-900, SC-500, AZ-900.
  • Technical passion with good understanding of cloud security - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management.
  • Experience with competitive Security solutions (e.g. Palo Alto, Splunk, CrowdStrike) is a plus.
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