Zero Trust Technical Sales, GBB

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

As a Zero trust Global Black Belt (GBB) you will be a senior solution sales leader within our enterprise sales organization working with our most important customers and deals. You will lead a virtual team of technical, partner, marketing and engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.
To learn more about Microsoft’s mission, please visit:https://careers.microsoft.com/mission-culture
Check out all our products at: http://www.microsoft.com/en-usResponsibilitiesAs a Zero Trust GBB you will:
Be the technical opportunity owner and expert for your assigned set of accounts

• Influence new Zero Trust strategic opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of Microsoft’s discrete Zero Trust journey
• Land the full value of Azure AD Identity Governance capabilities with customers
• Capture the opportunity of customers’ journey to balance the need for security and employee productivity with the right processes and visibility
• Drive complex and strategic deals for advanced Identity Governance solutions in alignment with Security Solution Sales Managers and Area Sales Leads within assigned territory by setting and achieving monthly sales forecasts
• Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements
• Act as subject matter expertise for Zero Trust workloads, navigating industry and complex deal orchestration, supporting competitor displacement opportunities and sharing proven practices with the field through readiness and coaching to accelerate sales opportunities
• Accelerate Identity Governance advanced workload opportunities with creative deal strategies by leveraging core stakeholders (Marketing, Partners, Engineering, FastTrack, Biz Desks)
• Engage confidently at CxO level to articulate Zero Trust value proposition and how Microsoft can enable the modern framework for protecting critical infrastructure, minimizing future incidents, and creating a safer world

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems

• Identify customer business and technology challenges and bring them to agreement on the business value of Security solutions for mega deals - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis
• Establish relationship with key partners to drive Identity Governance opportunities and showcase co-sell approach to field sellers
  Build competency and expertise for majors by completing all required readiness (Measure: Achieve expert level on assigned Majors)
• Support key strategic deals aligned with Security Sales Managers, orchestrating key resources consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and providing updates on status of mega-deals for your territory
• Foster and expand Microsoft’s relationships with Customer Business Decision Makers and support sales teams to blockers to evaluation, contracting, deployment, and usage
• Mentor Security Specialist members of the team and lead the community to foster best practice sharing
• Scale impact by transferring knowledge and building local capabilities for the field
• Demonstrate advanced demo, business case and compete skills and share demoing practices with the SCIM community

Stay sharp and assist Microsoft transform how we deliver value to customers

• Continuously nurture and expand sales, business, technology, and competitive readiness
• Participate in internal Microsoft sales communities and in the broader industry through events, Yammer, Teams sites, community gatherings and more
• Influence engineering and product groups with closed loop feedback supporting refining the sales process and product updates
• Maximize the opportunity by attaching the end-to-end value of our Security, Compliance, Privacy, Identity & Management stack
• Build deep expertise across SCIM technology, business, and compete

Qualifications

Required/Minimum Qualifications

• 6+ years of technical pre-sales or technical consulting experience
  • OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience
  • OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience
  • OR equivalent experience.

Additional or Preferred Qualifications

Professional

• Strategic thinking & execution: Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities
• Excellent Communicator: Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills
• Performer: Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition
• Collaborative: Work cohesively with members of the Microsoft sales & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results
• 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
• Travel Required: 50%.

Sales & Technology

• Amazing Salesperson: Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
  • 5+ years of experience in enterprise technical sales
• Hunter: Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (LinkedIn) and networking
• Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended; deep understanding of identity and access management space with an emphasis on Zero Trust methodologies as well as identity governance; technical understanding of Azure AD, Identity Protection, Identity Governance, and associated solutions is preferred
• Overachiever: Exceeds sales goals in an assigned sales territory
• Leader: Demonstrated technical sales and partner management experience
• Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
• Challenger mindset: Competes to win new market share
• Influential: Significant experience delivering persuasive presentations to business decision makers
• Additional training in sales, business, or marketing preferred

Education

• BS/BA degree is required. MBA preferred

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.