Microsoft Sr Sales Specialist - Security 

India, Maharashtra, Mumbai 

935932953

Required Qualifications (RQs)

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

Preferred Qualifications (PQs)

12+ years technology-related sales or account management experience

• OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience
• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience

8+ years solution or services sales experience

Certifications: One or more of the following certifications is a plus: CISSP, CCSP, SC-500, AZ-900

• Technical passion with good understanding of cloud security - 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. Palo Alto, Splunk, CrowdStrike) is a plus

• Be the security expert for your assigned territory. Lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business.
• Develop a book of business of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline and buying process.
• 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.
• 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.
• 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 ROI and 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.