Job Details:
• This role requires a seasoned solution sales professional with a deep understanding of solution selling and the ability to solve customer business needs through the innovative application of Cybersecurity business solutions.
• Broad industry knowledge is required along with a deep understanding of the technology platform and how to design solutions based on the Microsoft Cloud and platforms.
• Candidates will engage with Enterprise customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cloud-based solutions.
• The successful candidate must have proven experience in driving complex, competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across Strategy, Consulting and Support.
• This role requires an individual who is results-oriented, proactive, confident under pressure, and has demonstrated skills in solution sales. Strong leadership skills, strategic planning, excellent communication, virtual-team engagement, time management, pursuit planning, negotiation skills and presentation skills are essential.
• An in-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital.
• The successful candidate must possess strategic thinking, communication/presentation skills and organizational agility to guide customers through multi-year initiatives.
• This role requires strong virtual team influence and integration skills, working with the Account Teams (EPG ATU and STU Teams) as well as Marketing teams to drive demand generation.
• The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events.
Key Accountabilities
• Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
• Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account Teams.
• Develop relationships with customer CxO level Business and Technical Decision Makers. Drive solution sales scenarios through understanding the customer, the industry, and the competition.
• Map customer business needs to Microsoft solutions providing a differentiating value proposition.
• Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams and aligned to account plan strategy.
• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
• Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors...
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