About the role
Sales Execution 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. 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. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities. 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. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. 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. Working knowledge of cloud security domains such as identity and access management, endpoint security, email security, incident response, SIEM/XDR, CNAPP, multi-cloud security, data security, and zero trust strategy. Mentors others and develops strategies for best practice sharing across subsidiaries. Initiates conversations with prospective customers/partners at events to expand external network. 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. 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 Required Cloud Screenings will be administered on a recurring bi-annual basis. Citizenship & Citizenship Verification: This position requires verification of U.S citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance. The ability to obtain and maintain a United States Security Clearance. Experience engaging security, risk, IT, or compliance stakeholders to understand business outcomes and map technology solutions to customer priorities. Experience with US Federal, defense, aerospace, national security, or other regulated customers; relevant certifications such as CISSP, CCSP, SC-500, AZ-900, or similar are a plus.
