Consulting Solution Area Specialist Security We Hq
il y a 2 jours
Industry Solutions (IS) is a global organization of over 13,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment - and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.
Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world
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.
**Responsibilities**:
Sales Execution
- Brings impactful industry insights into customer engagements and closes deals with customers, and coaches and influences others internally on how to do this. Acts as a thought leader across solution areas to advise customers on digital transformation. Influences Microsoft's strategic direction across various markets. Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements
- Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
- Assesses and challenges the needs of strategic/high-potential customers. Articulates vision and long-term implications for customer to accelerate digital transformation. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Anticipates market trends and leverages broad technical community knowledge to drive new solutions.
- Leverages and governs external stakeholder network to engage and influence with top leaders and decision makers. Acts as a thought leader and technical advisor to the executive-level business decision makers at the customer's/partner's business. Leads others to identify and engage new decision makers and stakeholders to expand the relationship with customers/partners.
- Develops strategies for driving and closing strategic, complex, and/or high value and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads complex/high-value deal planning with the deal teams across Microsoft and the Enterprise Operating Unit (EOU). Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
- Leads the planning and execution on opportunities with resources and partners across territories to cross-sell and up-sell. Leads the validation of partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and drives consistency on execution Proactively connects the partner ecosystems to form new market opportunities.
- Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit) Develops a holistic approach to build network across Microsoft. Identifies strategies to position opportunities to promote collaboration and participation.
Technical Expertise
- Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
- Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
Sales Excellence
- Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
- Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfa
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