Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory.
Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
Build, own and manage CISO and other key C-stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline, buying process and map out the key customer stakeholders.
Understand customer cloud and security initiatives, compete 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.
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.
Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services.
Perform ROI and TCO analysis and leverage 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.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
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. Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration.
Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (Linked In) and networking.
Enterprise customer level experience with cloud, security technologies (Identity and Access Management, Threat protection, Data protection, Cloud Security), and industry standards recommended.
Sales Excellence: Leads and plans for strategic accounts in the assigned territory, does 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.
Sales and Technology Exceed sales goals in an assigned sales territory.
Demonstrated sales and partner management experience.
Competes to win new market share.
Significant experience delivering persuasive presentations to business decision makers..
Qualifications.
Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience OR.
7+ years technology-related sales or account management experience.
Security Sales Experience: experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.
Understanding of cloud security technologies: Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM., Multi-Cloud Security, Identity and Access management.
Additional or preferred qualifications 6+ years solution or services sales experience. Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ 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.
9+ years technology-related sales or account management experience.
MCAPSRegions ASEAN Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
Job skills required: Sales