Solution Specialists – Security, Compliance, Identity – Automotive Job at Microsoft – Deutschland
Microsoft is looking for a senior sales professional who can identify, develop, negotiate and close opportunities for security/compliance/identity related workloads in the German Automotive 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.
Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft’s sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration 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. Drives advanced workloads and usage.
Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer’s/partner’s business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of 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
Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.
Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the ‘compete’ global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.
Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients’ overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers’ business, and shares it with team members.
Embody our culture and values
Extensive 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).
Extensive experiance of technology-related sales or account management
OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND extensive technology-related sales or account management experience.
Additional or Preferred Qualifications
Extensive experiance of technology-related sales or account management
OR Bachelor’s Degree in Information Technology, or related field AND extensive experiance of technology-related sales or account management
OR Master’s Degree in Business Administration (i.e., MBA), Information Technology, or related field AND proven experiance of technology-related sales or account management
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