Responsibilities

The Security Specialist is a sales professional within our enterprise sales organization. This Security subject matter expert manages the relationship with the CISO and compliance decision makers in Microsoft’s top accounts, drives revenue and market share by providing customers with insights and solutions that help them confidently and securely move to the cloud.

• Working across Sales, Product, Marketing, Partner and Services organizations to pull together offerings that promote the goals of accelerating customer adoption of the Microsoft Cloud, leveraging advanced capabilities of Windows, EMS, Office 365 and Azure, and utilizing Microsoft’s and partner services for assessments, monitoring and detection, and incident response.
• Qualify prospects into opportunities by using consultative approaches to demonstrate how customers can enable digital transformation through cloud solutions, leveraging Microsoft Security and Compliance offerings.
• Determine the appropriate solution bringing together Microsoft team members as well as partners. Develop and present proposals to customers in conjunction with account and other specialist teams, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Ensure a positive Customer and Partner Experience (CPE) that can be leveraged in future sales engagements.

Responsibilities:

• Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs. Lead security and compliance solution sales scenarios through understanding the customer’s long and short-term strategy, the industry, and the competition.
• Own the development, creation and updating of the account security plan, aligning with the overall account plan strategy.
• Responsible for security deals orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
• Develop and lead pursuit strategies including precise opportunity close plans working closely with the local Account and Specialists Teams.
• Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams
• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
• Manage the overall Security opportunity deal governance working with the customer’s CISO/Security team and the Microsoft local Account and Specialist Teams.

Key Capabilities:

• Sales Execution: Skilled in leading conversations with high-potential customers, building pipeline and developing solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Scaling and Collaboration: Skilled in identifying, leveraging and coordinating a holistic, collaborative and participative approach with internal stakeholders and Partners across solutions areas to scale business results.
• Technical Expertise: Skilled in developing strategies to share best practices across subsidiaries, collaborating with Technical Specalists and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers.
• Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account and territory plan discussions to drive intentional selling in high propensity accounts. Understanding of customers' business needs.
• Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values, and shows empathy and compassion.

Key Accountabilities:

• Sales Execution: Orchestrates a virtual team and assesses customer needs to develop strategies that proactively build a stakeholder network to close strategic end-to-end Security opportunities.
• Scaling and Collaboration: Leads the planning, orchestration and execution on end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell.
• Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
• Sales Excellence: Leads and plans for strategic accounts across territories, does business analysis to pursue high-potential customers and manages the end-to-end Security business across the organization.
• Deliver Results and Model Microsoft Values: Delivers results through teamwork, acts as role model for MS values including treating others with fairness and respect.

Qualifications

• Multiple years of recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
• Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement.
• Korea & English communication skills.

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. 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.