As a Security Global Black Belt (GBB) you will be a senior solution sales contributor within our enterprise sales organization working with our most important customers and deals. In this role you will identify, qualify, own and close opportunities for M-CIEM Permissions management requiring partnering across a virtual team of Security resources ranging from field, partner, marketing & engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for Microsoft Cloud Infrastructure Entitlement Management solution (M-CIEM - formerly Cloudknox) to our enterprise customers in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.​

Responsibilities

As a Security GBB you will:​

​Be the opportunity owner and technical expert for your assigned set of accounts​

• Identify new M-CIEM Permissions Management deals through integrating into Microsoft’s Multi-cloud and Secure Access security motions​
• Lead technical presentations, demonstrations, proof of concepts, and pilots to explain & demonstrate the value of the solution​
• Overcome customer objections, win customer technical decisions , prove business value & land the full value of the solution with customer​
• Drive complex and strategic deals in alignment with Security Solution Specialists and Area Sales Leads within assigned territory by setting and achieving monthly sales forecasts​
• Act as subject matter expertise for Cloudknox Permissions Management 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​
• ​

Lead sales engagements and deliver on revenue accountabilities â€‹

• Acquire, lead, and drive security opportunities through the sales process from qualification to close​
• Actively take responsibility to identify and remove technical blockers associated with customer requirements​
• Build a strong and active external network with both customers and partners​
• Deliver on expectations/promises resulting in tangible customer business outcomes​
• Engage confidently at CxO level to articulate value proposition and how Microsoft can be a trusted partner in protecting critical infrastructure and creating a safer world​

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

• Identify sales blockers and partner with the corporate team to recommend potential resolution​
• Shape current and future products and marketing strategies through feedback to sales, marketing, and engineering.​
• Establish relationship with key partners to drive Security opportunities and showcase co-sell approach to field sellers​
• 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 technical & sales communities and in the broader industry through events, Yammer, Teams sites, blogs, training, community gatherings and more​
• Influence engineering and product groups with closed loop feedback supporting refining the sales process and product updates​
• Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.​

Qualifications

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.