Microsoft Corporation Security Sales Specialist (Cybersecurity Maturity Model Certification) #SCI in Boston, Massachusetts
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Microsoft continues to invest over $1B per year in cyber security and research, to provide its customers with the solutions to confidently move to the cloud and modernize their platforms by delivering the security and compliance solutions, expertise and services needed to keep their data safe. We are passionate about this mission and the Security, Compliance, and Identity Sales Team is looking for a motivated and self-driven sales professional to fill a key role as a Security Sales Specialist focused on CMMC (Cybersecurity Maturity Model Certification) and enabling Enterprise Commercial customers to meet federal regulation requirements via M365 and Security solutions.
As a CMMC-focused Security Sales Specialist, you will partner with a virtual team of technical, services, and partner resources to advance the security and compliance sales process to achieve/exceed quarterly budget targets. The ideal candidate will have experience developing new business, building collaborative business relationships, positioning cybersecurity and compliance solutions and partner integration to help elevate customers’ cybersecurity posture. The ability to effectively present to a wide range and size of audiences from IT, security administrators, to CxO (with primary focus on the Chief Information Security Officer), and decision makers for compliance solutions is key in this role
You will work 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 10, EMS, Office 365 and Azure, and utilizing Microsoft’s and partner services for assessments, monitoring and detection, and incident response. Determine the appropriate solution bringing together Microsoft team members as well as partners.
Join a team of Cybersecurity Professionals lead by a diverse set of leaders from across the industry. We are committed to diversity and inclusion and provide resources and support to everyone on our team.
By applying to this role, you will be considered for multiple opportunities within Microsoft. In addition to the locations listed, some roles can be located anywhere in the United States.
Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs and Compliance/Risk Officers.
Own and drive new security & compliance revenue growth assigned CMMC accounts by setting and achieving monthly sales forecasts.
Lead security and compliance solution sales scenarios through understanding the customer’s long and short-term strategy, the industry, and the competition as it relates to AzureGov, GCC, GCC High, and other relevant Microsoft technologies that have to do with a customer’s compliance with the Cybersecurity Maturity Model Certification (CMMC) and other federal regulation requirements.
Own the development, creation and updating of the account security and compliance plan, aligning with the overall account plan strategy.
Responsible for security and compliance 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.
At least 2 years of security experience
Multiple years of recognized and rewarded experience selling enterprise security and/or compliance business solutions to large/global enterprise customers.
Exposure to and an understanding of any of the following areas: US Federal Government, aerospace, defense, industrial, manufacturing, and similar.
Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
Demonstrated experience and expertise selling to senior business leaders, especially CISO, by aligning & reinforcing the value of cybersecurity solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Solid understanding of Microsoft Cloud offerings and/or complementary and competing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies, together with security and compliance offerings relative to major Microsoft competitors.
Excellent knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Compliance, Identity and Access Management, Threat Protection, Information Protection, and more.
Good understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the Account Teams as well as Marketing teams to develop demand generation.
Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events
One or more of any of the following industry certifications: Certified Compliance & Ethics Professional (CCEP); CompTIA Security+; Certified Information Systems Security Professional (CISSP); Certified Cloud Security Professional (CCSP); Certified Information Systems Auditor (CISA); Certificate of Cloud Security Knowledge (CCSK); AZ-900: Microsoft Azure Fundamentals; Certified in Risk and Information Systems Control (CRISC)
Bachelor’s Degree or equivalent work experience preferred
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 at 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.
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