【日本マイクロソフト株式会社】Solution Area Specialists (Security - Global Automotive)
仕事内容
Overview
Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? 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 protecting customers, and partners around the world.
We are looking for passionate, experienced, and credible security specialist with a drive for developing and winning security sales opportunities that delivers significant customer value, and accelerate their digital transformation journey
As a Security Specialist, you will be a senior solution sales leader, selling the Microsoft Security solutions to our largest enterprise customers. You will manage CxO level business relationships, understand customer challenges and priorities, identify security opportunities, build security solutions and business case to close the sales. You will do this with your deep Industry and Security knowledge, technical acumen and by leading a virtual team of resources across Microsoft and Partner ecosystem. You will spend 70% of your time on customer-facing activities driving sales conversations, 15% in internal meetings for collaboration and sales management and 15% for learning and development, i.e., learning about new Security technologies, market and competitive trends, etc. This role is flexible in that you can work <up to 50%/up to 100% from home>.
Responsibilities
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.
応募資格(必須経験など)
Qualifications
Required/Minimum Qualifications
5+ years of technology-related security sales experience
oOR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related security sales experience.
Additional or Preferred Qualifications
7+ years of technology-related security sales experience.
OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related security sales experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related security sales experience.
Certifications: One or more of the following certifications is a plus: CISSP, CCSP, SC-500, AZ-900
Professional
Security Sales Experience: Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.
Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
Performer. Highly driven person who consistently exceeds revenue targets, sales goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
Collaborative. Thrive in a highly matrixed environment. Work cohesively with members of the Microsoft account team & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices, & deliver results and sales outcomes.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development of potential.
Industry Knowledge: Industry experience and application of security solutions within Retail Healthcare, Manufacturing, etc. is a plus
Technology
Technical passion with good 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,
Experience with competitive Security solutions (e.g. Palo Alto, Cisco, CrowdStrike, etc.) is a plus.