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Microsoft · 1 day ago

Security Sales Solution Specialist

Washington, DC

Full-time

Onsite

Mid, Senior Level

$108K/yr - $188K/yr

4+ years exp

Microsoft is seeking a Security Sales Solution Specialist for its US Public Sector Industries Federal Team, where mission meets innovation. The role involves engaging with customers to drive digital transformation, building relationships with stakeholders, and collaborating with partners to identify and propose solutions that align with customer needs.

Agentic AIApplication Performance ManagementArtificial Intelligence (AI)Business DevelopmentDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware

Growth Opportunities

No H1B

U.S. Citizen Only

Responsibilities

Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals

Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services

Creates guiding examples of 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 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., Solution Engineers, 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 technology readiness

Contributes to the development of solutions in collaboration with internal teams, partners, and services

Proposes prioritized solutions that align with customers' needs

Articulates the business value of proposed solutions

Proactively builds external stakeholders' mapping

Collaborates with account teams (e.g., Account Executives) to identify and engage with senior business decision makers at the customer's/partner's business

Implements strategies to accelerate the closing of deals

Contributes input on strategies to drive and close prioritized opportunities

Coaches less experienced team members in deal plan execution

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

Collaborates with network of partners to cross-sell and up-sell

Identifies new partners by researching and discussing with partners on customer scenarios

Develops joint proposal with partners

Contributes to developing partner strategies to address gaps in partner capabilities

Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners

Navigates the MSFT organization to bring the best impact to the customer

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

Initiates conversations with prospective customers/partners at events to expand external network

Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication

Proactively provides analysis of the competitive landscape in supported solution area

Evaluates opportunities and makes recommendations on pursuit or withdrawal

Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors

Collaborates with partners and resources and leverages customer insights or industry knowledge

Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation

Reviews feedback report and 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 accounts in the assigned territory

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 end-to-end business of the assigned territory

Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry

Qualification

Technology-related salesAccount managementInformation SecurityCloud background screeningUnited States Security ClearanceCustomer engagementSales process applicationBusiness planningCollaborationMentoring

Required

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience

Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis

Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties

Preferred

The ability to obtain and maintain a United States Security Clearance

Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management

OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management

OR equivalent experience

4+ years solution or services sales experience