Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security solutions, expertise and services needed to keep their data safe.
In the Cybersecurity Solutions Group (CSG), we’re passionate about this mission and the CSG Sales team is seeking a motivated and self-
driven sales professional to fill a key role as a Sales Manager.
The Microsoft CSG is looking for a senior, experienced Sales Leader to lead a team of Enterprise Security Executives (ESE) specialist sales professionals.
This role will work with many teams across Microsoft to accelerate building security selling capabilities and expanding sales of Microsoft 365 and Azure Cloud security solutions to Enterprise customers.
The role includes direct accountabilities for all revenue and metric targets related to Microsoft 365 and Azure Cloud security capabilities.
As the leader, you will develop both short and long-term time zone sales strategies, working across groups to ensure they are continually optimized for execution, including working directly with the Microsoft field sellers on applying Security expertise on the most complicated and strategic deals.
Your team will take this first-hand experience and synthesize the feedback, along with field inputs 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.
CSG ESEs manage 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 confidently and securely move to the cloud.
Key deliverables for the team include working across both the Sales and Services organizations to pull together offerings that promote goals of accelerating customer adoption of the Microsoft Cloud, upgrading to the most advanced versions of Windows 10, EMS, Office 365 and Azure, and utilizing Microsoft’s Services for assessments, monitoring and detection, and incident response.
Key accountabilities :
Manage, develop and retain a highly effective team of Cybersecurity sales specialists
Manage, track and course correct revenue, metrics and sales pipelines for the Cybersecurity business personally get involved in top, critical and material deals to drive direct impact to result achievement
Develop relationships with customer CxO level Business & Security Decision Makers, with a primary focus on CISOs. Drive security solution sales scenarios through understanding the customer’s long and short-
term strategy, the industry, and the competition.
Own the development, creation and updating of the Security Account Plan for key accounts, aligning with the account’s overall account plan strategy.
Responsible for security deals orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
Drive pursuit strategies including precise opportunity close plans working closely with the local Account and Specialists Teams.
Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams
Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
Manage the overall Security opportunity deal governance working with the customer’s CISO / Security team and the Microsoft local Account and Specialist Teams.
Education, Key Experiences, Skills and Knowledge :
10+ years’ recognized and rewarded experience selling enterprise security business solutions to large / global enterprise customers.
5+ years’ proven track record of leading highly effective sales teams, primarily focused in Security sales
Proven record of effective sales management : 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 speak as a subject matter expert (SME) at industry or customer events.
Bachelor’s Degree required, MBA preferred, relevant industry security certifications desired (i.e. CISSP)