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Are you passionate about helping customers secure their digital transformation?Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with solutions that integrate across the ecosystem by connecting all of your identities, endpoints, apps, emails, docs and clouds to help you close critical gaps in coverage, reduce risk, and save costs with a streamlined security portfolio.ResponsibilitiesSecurity Workplace Principal GBB is an experienced business and technical leadership role in the Americas Time-zone Leadership team focused on end-to-end sales execution (including M365 and Azure security, compliance and zero trust workloads, incubation value propositions and sales plays) and deliver growth for strategic solutions areas .Success in this job necessitates excellent consultative sales, coaching, and customer engagement skills, and passion for experimenting and learning, the ability to succeed in a dynamic, team-focused environment, and a passion for helping others realize results.End to end business and technical leadership (60% of the role) will be focused on:Lead key internal sales coaching motions for Americas Security TZ including Deal Clinics, Win Room, DWR and Win/Loss reviews.
Leading selected strategic and complex sales opportunities and customer engagements in partnership with the Area sales teams – with the focus on end-to-end Security transformation deals and customer engagements (including M365, Azure, incubation and cross workload.)
Driving scalable coaching with the Area sales teams to diversify the sales plays from mainstream to more advanced scenarios leading to future expansion with the main focus on a “challenger mentality” by inspiring field sellers to engage early and lead with new insights on how to grow the customers’ business.
Role modelling BDM engagement with new modern workplace sales plays and identifying insights and learnings to make recommendations for scaling motions to broader field and partners.
Identifying market trends and in-depth customer insights for optimisation and development of the Security Solution Area sales programs and value propositions.
Continuously find new opportunities to increase our sales teams’ capability and fluency with solution selling and value conversations, sharing best practices and contributing to the development of future readiness programs.
Championing the customer asks, blockers and escalations to progress deals faster into closure.
Contributing to the Time-zone strategic and operational plan reactively or proactively, subject to specific Area and Time-zone needs.
Solution area strategy and growth (40% of the role) will be focused on:Driving programmatically selected motions and/or strategic focus areas in partnership with the corporate and field stakeholders for positive business impact in the chosen Areas (this will involve initiatives like selected strategic big bets, sales motions like ‘continuous selling’ or landing increased investment to support challenged Area.)
Contributing to solution area future growth planning regarding sales motions and value proposition design (including new SKUs) with strong Time-zone point of view with consolidated feedback, learnings, and insights.
Leading best practice sharing across Areas, Time-zones, and communities to multiply the business impact in selected solutions or motions.
Influencing stakeholders to keep the Security Solution Area high in the senior leadership agenda in the Time-zone and Areas, supporting executive customer conversation by showcasing relevant solutions/sales plays and therefore gaining mindshare.
QualificationsLocation:We are open to this role being based in the US or Canada (Toronto) with the flexibility to work from anywhere including home.
Required/Minimum Qualifications7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications9+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience.
5+ years Sales or Sales Management experience
7+ years Selling or Marketing IT/Cloud Solutions
Understand Microsoft Sales Process, volume licensing and go-to-market
Experience with key sales tools including MSX/CRM, PowerBI and MSSales
Strategic thinking & execution. Ability to identify key market trends and deep recurring customer insights which help to develop future propositions and strategies. Ability to improve sales and business strategy options in partnership with other stakeholders, while also being able to execute on complex opportunities successfully.
Solution understanding. Understanding of relevant cloud technologies. Ability to learn and develop depth on Microsoft Security and Cloud solutions, including value selling and competitive solutions.
Excellent interpersonal skills and a collaborative relationship building style. Distinguished written and verbal communication skills to confidently present to customers, partners and in internal business reviews for senior leadership and key stakeholders. Ability to influence decision making with compelling and data-driven proposals.
Performer. Ability to manage multiple projects and initiatives simultaneously and programmatically with clear prioritization. Highly driven person and a self-starter who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against the skilled and diverse competition.
Collaborative. Ability to build relationships and influence key partners, achieving results through collaboration with members of the Microsoft corporate teams (sales leads and program teams, business architects, readiness, marketing, product groups, and engineering) and with the field sales, BG and Microsoft partners to solve customer challenges and opportunities. Ability to leverage best practices and deliver results.
Growth Mindset. Ability to effectively and efficiently change a system for an outcome over time and to overcome and work around challenges that are inevitable in rapidly growing businesses – a positive approach to problem-solving, learning, and development of potential.
Travel expectations: 0-25% of time, subject to Customer and Partner meeting needs.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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 (https://careers.microsoft.com/us/en/accommodationrequest) .Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Vacancy expired!