Cybersecurity Transformation Specialist

hace 1 semana


Madrid, Madrid, España Microsoft A tiempo completo
About the Role

As a Cybersecurity Transformation Specialist at Microsoft, you will drive consumption and grow the security business for your assigned territory by partnering with local, regional, and national cybersecurity public sector customers. You will lead executive cybersecurity conversations, orchestrate envisioning workshops, and collaborate with partners or internal teams to drive PoCs and Pilots. You will bring impactful industry insights into customer engagements and close deals with customers.

Responsibilities
  • Be the security leader and expert for your assigned territory.
  • Lead and plan for accounts across territories, perform business analysis to pursue high-potential sales opportunities, and manage the End-to-End Security business across the territory.
  • Drive Business Development for ATLAS and Digital Sovereignty opportunities in EMEA.
  • Coordinate with ATLAS and MCfS global program leads on identifying gaps, trends, and repeatable patterns that can be leveraged across the globe.
  • Leverage GTM and ISKs from ATLAS and MCFS global program leads to accelerate pipeline and revenue in assigned territory.
  • Work with ATU/STU/NTO/CSU/WWPS stakeholders to identify and drive ATLAS and MCfS opportunities.
  • Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
  • Build, own, and manage key C-stakeholder relationships in your accounts, driving awareness and excitement for Microsoft security platform value and influencing long-term strategic direction.
  • Understand customer budget, timeline, buying process, and map out key customer stakeholders.
  • Understand customer cloud and security initiatives, competitive landscape, and gaps between current and desired security posture.
  • Capture the opportunity of customers' journey to balance the need for security and employee productivity with the right process and visibility.
  • Orchestrate POCs, POTs, Pilots, and envisioning sessions to influence decision-makers.
  • Demonstrate and whiteboard the cloud security solutions and relevant security architecture.
  • Lead and orchestrate the V-Team to drive end-to-end value selling from discovery to demonstrating and proving business value.
  • Coordinate EBCs and executive engagement (Microsoft and customer).
  • Work with regional partners and ISD throughout sales cycles.
  • Engage security partners to help scale and accelerate the sales cycle while ensuring a deployment plan is in place for accelerated deployment with partner-added value services.
  • Perform Return on Investment (ROI) and Total Cost of Ownership (TCO) analysis and leverage various commercial offers and programs to build a compelling business case for accelerating negotiations and deal closure.
  • Drive to exceed quarterly and yearly revenue targets and other sales goals.
  • Manage sales hygiene via accurate forecasting and deal updates within sales CRM.
Qualifications

Technology-related security sales experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND experience in technology-related security sales OR equivalent experience.



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