Security Specialist

6 days ago

Ho Chi Minh City, Vietnam Microsoft Full time

Develop and maintain trusted relationships with CISO, CIO and other CxOs to grow Microsoft Security share of wallet
- Partner with ATU and DSR (Digital Sales Rep / Security Digital Specialists) to develop account plan
Accountable for owning end-to-end security opportunities, pipeline hygiene, and forecast accuracy
Accountable for owning, identifying, creating, and closing Security pipeline by aligning to customer priorities, delivering competitive positioning, and effectively leveraging Microsoft Customer Engagement Methodology (MCEM), eco-system of resources, programs, and tools and orchestrating with main stakeholders,
Master Customer Scenarios conversations and proactively deliver solution demonstrations, whiteboarding, etc. to gain customer commitment to our solutions
Partner with TSs and CSAs to define and close technical objections and gain customer commitment to proposed solutions
Ensure customer success by planning & selling in close partnership with ATU, DSR, STU, CSU, GPS, Support, Services, FastTrack, BG, and Partners
- Take advantage of available Sales Programs [MCCC (Microsoft Cloud Consumption Commitment), ECIF (End Customer Investment Funds), AMMP (Azure Migration and Modernization Program), etc.] to drive key deals, generate revenue and increase security usage

**Responsibilities**:
**Be Committed to customer success across**
**CxOs**
**, BDMs and IT**: Spend at least 5 hours/week both developing relationships with CxOs, BDMs and ITDMs to understand their business needs, expanding your network through social selling (LinkedIn) and developing new opportunities and demonstrating the value of these solutions.

**Be Disciplined in business management and orchestration**: Maintain excellence in pipeline management and v-team orchestration by reviewing and updating opportunity progress weekly using MSX, customer targeting, and leading v-team opportunity orchestration to accelerate Customer Wins and Consumption. Develop and implements an actionable account plan, orchestrating successfully through effective team collaboration and resource utilization (leveraging ATU, DSR, TS, CSU, Azure and MW STU, GPS, Services, FastTrack). Key Resources outlined below.
- Pipeline Hygiene Assistant & Guidance
- Billed Pipeline & Consumption Pipeline Management Standards

**Be Passionate and Build solution knowledge**:Spend at least 3 hours/week learning about Microsoft technologies and solutions, partner solutions, industry trends, and competitive offerings to more effectively drive solution level discussions to address customer’s business needs. Ensure technical depth around M365 & Azure Cloud Security prioritized workloads to demo and whiteboard with the customer and secure technical commitment

**Leverage partners to scale**:Consistently work with relevant partners to deliver priorities

**Qualifications**:
Required/Minimum Qualifications
- 7+ years of technology-related sales or account management experience

o 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 Qualifications
- 9+ years of technology-related sales or account management experience

o OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience

o 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.
- 6+ years of solution or services sales experience.

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