Solution Specialists Security Compliance Identity – Automotive Supplier Job at Microsoft – Deutschland
Microsoft is looking for a sales professional who can identify, develop, negotiate and close opportunities for security/compliance/identity related workloads in the German Automotive supplier industry. This role will own sales opportunities and will orchestrate a bigger team across Microsoft to win security, compliance, identity related workloads based on the technologies of Microsoft 365 and Azure Cloud Security Solutions.
The role includes direct accountabilities for all revenue and metric targets related to Microsoft 365 and Azure Cloud security capabilities. As Solution Specialist SCI you will leverage your customer relation to identify opportunities and turn them into both, sales and customer satisfaction. You will take first-hand feedback from customers to further optimize execution and drive course corrections to grow revenue and market share. In addition, you will provide strategic insights back to both sales and product group executives and recommendations for changes in overall strategy going forward.
The Sales Specialist SCI manages the relationships with the CISOs in Microsoft’s top accounts, drives revenue and market share by providing customers with insights and solutions that help them to move to the cloud confidently and securely. Key deliverables for the role include working across both the Sales, Services and Partner organizations to pull together offerings that promote goals of accelerating customer adoption of the Microsoft Cloud, upgrading to the most advanced versions of Windows, EMS, Office 365 and Azure, and utilizing Microsoft’s Services for assessments, monitoring and detection, and incident response.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer’s industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft’s sales process (MSP) to determine the quality of the opportunity and whether to proceed.
Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers’ needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
Develops an understanding of external stakeholders’ mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer’s/partner’s business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.
Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
Researches competitor products, solutions, and/or services and collaborates with the ‘compete’ global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Shares feedback with account teams.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
Demonstrable recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
Proven record of sales effectiveness: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value selling, partner engagement, opportunity management, pipeline management, large deal structuring and negotiation.
Demonstrated experience and expertise selling to senior business leaders, specifically CISO, by aligning & reinforcing the value of cybersecurity solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Solid understanding of Microsoft Cloud Platform & Security products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft’s solutions and have a firm understanding of Microsoft’s strategies and security products relative to major Microsoft competitors.
Strong knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Security Management, Identity & Access Management, Threat Protection, and Information Protection.
Strong understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the Account Teams as well as Marketing teams to drive demand generation.
Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
The candidate must be confident and capable of articulating the Microsoft Cybersecurity business value, inside and outside of Microsoft, and able to serve as a Security Subject Matter Expert (SME).
Proven experiance of technology-related sales or account management
OR Bachelor’s Degree in Information Technology, or related field AND demontrable technology-related sales or account management experience.
Additional or Preferred Qualifications
Proven experiance of technology-related sales or account management
OR Bachelor’s Degree in Information Technology, or related field AND demonstrable technology-related sales or account management experience.
Proven experiance of solution or services sales.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
About the Company
Company: Microsoft –
Company Location: Deutschland