As a Security Sales Specialist Manager – you will recruit, hire and retain diverse world class industry-aligned and outcome-driven business process transformation sellers within the Microsoft sales organization. Working with our most important customers you will help them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will model the team by setting the tone on leadership & Microsoft culture and values, act with integrity and be accountable to deliver business results with high levels of sales discipline and business forecast accuracy, remove blockers & bring execution clarity to the team on overachieving business goals. You will coach the team by clearly defining strategy, team objectives and outcomes, bringing clarity out of ambiguity, helping the team learn and adapt to ever-changing product innovation and customer business transformation needs.​

By making team readiness a priority and coaching them to take all required readiness you will empower your team to be highly successful and productive as they work across organizational boundaries within Microsoft and the partner & independent software vendor channel. You will care for your team by being inclusive, without bias, knowing each individual’s capabilities and career aspirations and invest in the growth of your team.​

As a Security Sales Specialist Manager, you are a strategic thinker and purposeful planner who accelerates business by building ambitious sales plans to capitalize on transformational shifts occurring in the marketplace. You will be a market-influencer able to leverage and active Business Decision Maker network and challenge your team of sellers with insights and perspectives that empower them to adopt new practices, think differently and accelerate business growth. You are disciplined in business management, have experience in business rhythms, managing up and down the hierarchical chains and have experience in modelling, coaching and caring for a team of high performing outcome-driven business process transformation sellers who thrive and succeed in a complex solution selling world. You have experience working across organizational boundaries, both internal and external, forging relationships with a shared vision of success.​

To excel in the Security Sales Specialist manager role, you should have the following key traits and abilities:​

• People Leader – Diverse team-builder, creating an open and trusting environment where people can thrive and possess a sincere interest in the wellbeing, aspirations, growth, and success of others. Role model of culture, values, integrity, and leadership protecting individuals and the company, helping the team and others develop a sense of shared purpose through a deep understanding of the broader company context, objectives, and opportunities while creating an environment of empowerment that enables others to succeed and thrive.​

• Strategic Thinker – Proactive leader who is agile embracing mistakes and setbacks, is course correcting, prepared for worst-case scenarios and uses discomfort and ambiguity as a catalyst for strategic thinking bringing clarity to the team.​

• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.​

• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

​ People Management​

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

• Model - Live our culture; Embody our values; Practice our leadership principles.

• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

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Sales Execution

• Brings impactful industry insights into customer engagements and helps close deals with customers. Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this. Leads transformational shifts to drive deployment and create business value for customers. 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.

• Leads their teams to identify and track new opportunities. Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.

• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts) and to engage customers to drive consumption. Leads with technical and industry insights on how to grow customer business.

• Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across solution areas and support areas. Helps the team create vision for the customers and develop plans to drive sales.

• Coaches their team and/or other teams (e.g., ATU, STU) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.

• Leads their team to develop strategies for driving and closing opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share 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.

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Scaling and Collaboration

• Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities.

• Coaches their team to learn about and apply the orchestration model. Facilitates and leads internal communication and collaboration by identifying resources and removing barriers. Contributes to the development of the orchestration model.

Technical Experience

• Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.

• Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.*

• Coaches their team on business and market knowledge. Leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors. Acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

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.

• Lays out customer satisfaction long-term strategies. Proactively promotes development of deep and influential relationships with client contacts. Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partner experiences.

• Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team. Engages with external executives to bring a more strategic perspective into the planning portion of account planning.

• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. Aligns the analysis approach across teams. Acts as a thought leader and clears opinions and perspectives from business analysis.

• Oversees the end-to-end business across geographical regions. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.

• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seeks additional learning opportunities and prioritize to enhance effectiveness.

Other · Embody our culture (https://careers.microsoft.com/v2/global/en/culture) and values (https://www.microsoft.com/en-us/about/corporate-values)

*This only applies to Solution Specialists.

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Qualifications

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience

• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• 9+ years technology-related sales or account management experience

• OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience

• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.

• 6+ years solution or services sales experience.

• 3+ years people management experience.

• 5+ years Selling CRM, ERP, or similar Security; Selling SaaS or cloud-based Security to Enterprise Customers

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $168,600 - $237,500 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay (https://careers.microsoft.com/v2/global/en/us-corporate-pay.html)

Microsoft will accept applications for the role until July 16, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .