Microsoft Solution Sales Specialist - Cybersecurity Sovereignty 

Germany, Bavaria, Munich 

491431312

Required Qualifications (RQs)

• Technology-related security sales experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND experience of technology-related security sales experience
  • OR equivalent experience

Preferred Qualifications (PQs)

• Technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND experience of technology-related sales or account management experience
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND technology-related sales or account management experience.
• Solution or services sales experience
  • OR Experience selling security solutions to CISO, CDO, CTO and other key C-level stakeholders.
  • OR Public Sector Industry experience and application of security solutions within Public Service, Defense, Critical Infrastructure, Government. is a plus
  • IR Technical passion with good understanding of Gen-AI, 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. Google, Palo Alto, Splunk, Cisco, CrowdStrike, etc.) is a plus

• 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.
• Drives Business Development for ATLAS and Digital Sovereignty opportunities in EMEA. Coordinates with ATLAS and MCfS global program lead on identifying gaps, trends and repeatable patterns that can be repeated across the globe.
• Leverages GTM and ISKs from ATLAS and MCFS global program leads to accelerate pipeline and revue in assigned territory
• Works with ATU/STU/NTO/CSU/WWPS stakeholders to identify and drive ATLAS and MCfS opportunities. Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own and manage 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.
• Orchestrates POCs, POTs, Pilots and envisioning sessions to influence decision makers. 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.
• Coordinates EBCs, Executive engagement ( Microsoft and customer).
• Works with regional partners and ISD throughout -sales cycles. 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 Return on Investment (ROI) and Total Cost of Ownership (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.