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.​

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The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage. The Digital Sales Representative – Defender for IoT role is focused on working with Microsoft’s account teams to identify and drive opportunities for Defender for IoT.  The key goal of this role is to increase incremental sales volume through the generation of new opportunities that result in additional customer revenue. As a Digital Sales Representative, you will work closely with Security Global Black Belts, Specialists and Partners to plan and execute account coverage and campaign strategies to unlock new sales opportunities for Defender for IoT in our Enterprise managed accounts. The role is adept at understanding the needs and process pains of customers to identify opportunities where Microsoft solutions can add long-term value.  

As a Defender for IoT Digital Sales Representative focused on Security solutions you will work within our enterprise sales organization with our most important customers.  You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed quarterly Defender for IoT net-new account objectives and revenue objectives in your assigned accounts.  You will be a trusted advisor and a Security subject matter expert with core capability and expertise in Defender for IoT.  You will work with customers to achieve their business and security priorities and help guide customer’s journey.  You will need to support customers to remove roadblocks to deployment and drive customer satisfaction. You will help our customers take advantage of our unique security portfolio and leading Defender for IoT to realize the value of digital transformation. 

Responsibilities

Key Responsibilities

Effectively turn prospects, digital signals and qualified Account Based Marketing leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline) 

Identify and explain how businesses across industries, company sizes and types can meet a new bar for excellence and reinvent themselves to compete in the next decade by embracing Microsoft’s technologies

Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios

Communicate effectively with line of business and IT decision makers effectively via phone, Teams, email and social tools

Demonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Defender for IoT

Meet and exceed customer acquisition targets associated with Defender for IoT; accurately forecast sales, pipeline and usage

Work in a fast-paced, collaborative and dynamic teaming environment with an Enterprise team including Account Executives, Security Global Black Belts, and Enterprise Channel Managers to effectively manage opportunities and pipeline through the sales cycle 

Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience

Remove roadblocks to deployment and drive customer satisfaction

Qualifications

Professional

Extensive experience selling business solutions to large/global enterprise customers with a focus on Security solutions preferred

Prior work experience in a Consulting/Solutions Sales position working with solutions that include IoT and Security

Account Management: Effective territory/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 required

Executive Presence: Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.

Problem Solver: Ability to solve customer problems through cloud technologies required

Collaborative: Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence

Technical

Security: Understanding of Security Solutions and/or IoT. The position requires the ability to articulate and demonstrate the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors preferred.

Competitive Landscape: Knowledge of enterprise software solutions and platform competitor landscape preferred.

Partners: Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.

Education

Bachelor’s Degree required, MBA preferred, or equivalent experience.

Fluent in German 

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. 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.