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Solution Specialist - Security
Washington, DC
Job Description
OverviewWe are looking to hire a Solution Specialist - Security to join Microsoft Federal. The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources - including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment - Civilian, Defense, or intelligence community. 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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
ResponsibilitiesThe Solution Specialist-Security will be responsible for the following: Sales ExecutionEngages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating 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.Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements 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 CollaborationCollaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer. Technical ExpertiseLeads 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.Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors. Sales ExcellenceCollaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. OtherEmbody our culture and values
ResponsibilitiesThe Solution Specialist-Security will be responsible for the following: Sales ExecutionEngages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating 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.Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements 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 CollaborationCollaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer. Technical ExpertiseLeads 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.Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors. Sales ExcellenceCollaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. OtherEmbody our culture and values
Job Summary
Company
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Experience
Open
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