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.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

As a Zero trust Global Black Belt (GBB) you will be a senior solution sales leader within our enterprise sales organization working with our most important customers and deals. You will lead a virtual team of technical, partner, marketing and engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

To learn more about Microsoft’s mission, please visit:https://careers.microsoft.com/mission-culture

Check out all our products at: http://www.microsoft.com/en-us

Responsibilities

As a Zero Trust GBB you will:

Be the technical opportunity owner and expert for your assigned set of accounts

Influence new Zero Trust strategic opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of Microsoft’s discrete Zero Trust journey

Land the full value of Azure AD Identity Governance capabilities with customers

Capture the opportunity of customers’ journey to balance the need for security and employee productivity with the right processes and visibility

Drive complex and strategic deals for advanced Identity Governance solutions in alignment with Security Solution Sales Managers and Area Sales Leads within assigned territory by setting and achieving monthly sales forecasts

Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements

Act as subject matter expertise for Zero Trust workloads, navigating industry and complex deal orchestration, supporting competitor displacement opportunities and sharing proven practices with the field through readiness and coaching to accelerate sales opportunities

Accelerate Identity Governance advanced workload opportunities with creative deal strategies by leveraging core stakeholders (Marketing, Partners, Engineering, FastTrack, Biz Desks)

Engage confidently at CxO level to articulate Zero Trust value proposition and how Microsoft can enable the modern framework for protecting critical infrastructure, minimizing future incidents, and creating a safer world

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems

Identify customer business and technology challenges and bring them to agreement on the business value of Security solutions for mega deals - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis

Establish relationship with key partners to drive Identity Governance opportunities and showcase co-sell approach to field sellers

Build competency and expertise for majors by completing all required readiness (Measure: Achieve expert level on assigned Majors)

Support key strategic deals aligned with Security Sales Managers, orchestrating key resources consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and providing updates on status of mega-deals for your territory

Foster and expand Microsoft’s relationships with Customer Business Decision Makers and support sales teams to blockers to evaluation, contracting, deployment, and usage

Mentor Security Specialist members of the team and lead the community to foster best practice sharing

Scale impact by transferring knowledge and building local capabilities for the field

Demonstrate advanced demo, business case and compete skills and share demoing practices with the SCIM community

Stay sharp and assist Microsoft transform how we deliver value to customers

Continuously nurture and expand sales, business, technology, and competitive readiness

Participate in internal Microsoft sales communities and in the broader industry through events, Yammer, Teams sites, community gatherings and more

Influence engineering and product groups with closed loop feedback supporting refining the sales process and product updates

Maximize the opportunity by attaching the end-to-end value of our Security, Compliance, Privacy, Identity & Management stack

Build deep expertise across SCIM technology, business, and compete

Qualifications

Professional

Strategic thinking & execution: Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities

Excellent Communicator: Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills

Performer: Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition

Collaborative: Work cohesively with members of the Microsoft sales and services field, Microsoft partners, and Microsoft corporate sales, engineering and marketing to solve customer and partner issues, leverage best practices, and deliver results

Growth Mindset: Ability to overcome and work around problems that are inevitable in a rapidly growing businesses - positive approach to problem solving, learning, and development of potential

Travel Required: 50%

Sales & Technology

Amazing Salesperson: Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building a healthy pipeline, CRM entry and hygiene, opportunity management, and virtual team orchestration

5+ years of experience in enterprise technical sales

Hunter: Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (LinkedIn) and networking

Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended; deep understanding of identity and access management space with an emphasis on Zero Trust methodologies as well as identity governance; technical understanding of Azure AD, Identity Protection, Identity Governance, and associated solutions is preferred

Overachiever: Exceeds sales goals in an assigned sales territory

Leader: Demonstrated technical sales and partner management experience

Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies

Challenger mindset: Competes to win new market share

Influential: Significant experience delivering persuasive presentations to business decision makers

Additional training in sales, business, or marketing preferred

Education

BS/BA degree is required. MBA 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.