Job Information
Microsoft Corporation Director, Security Specialist Leadership in Austin, Texas
As we continue to grow as a Security Specialist organization, we are hiring a Director, Security Specialist Leadership to lead a team of Security sales professionals to achieve/exceed quarterly and full year targets. Join a team of Cybersecurity Professionals led by a diverse set of leaders from across the industry. We are committed to diversity and inclusion and provide resources and support to everyone on our team.
Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with solutions that integrate across the ecosystem by connecting all of your identities, endpoints, apps, emails, docs and clouds to help you close critical gaps in coverage, reduce risk, and save costs with a streamlined security portfolio.
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.
Skilled in helping employees develop skills and support their career interests; supporting mentorship and succession planning; driving results by partnering and collaborating with other teams and leveraging others in relevant work streams; establishing and communicating performance expectations; identifying performance gaps and monitoring performance to ensure plans are met.
Sales Execution
Brings impactful industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a thought leader in digital transformation across solution areas to advise customers. Leads a virtual cross-organizational team to drive 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 a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. 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). Leads with technical and industry insights on how to grow the strategic customer business.
Guides 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 regions. 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 for strategic customers 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 strategic (highly complex, high value) 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.
Skilled in leveraging stakeholders to build pipeline; coaching team to build their customer network; driving the implementation of strategies and the collaboration with the account team leading team on ways to implement and share close plans engaging with C-Suite decision makers.
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. Leverages global resources to help connect the partner ecosystems to form new market opportunities.
Guides their team to apply the orchestration model. Establishes approach and practices to promote communication and collaboration across functions. Contributes to the development of the orchestration model and drives consistency across territories.
Technical Expertise
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. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization.
Deep knowledge of the Enterprise Security space, with ability to discuss industry trends and security topics outside of Microsoft technologies.
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. Develops and aligns the analysis approach across the organization. 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 executive-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.
Qualifications
Required/Minimum Qualifications
9+ years technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years technology-related sales or account management experience.
3+ years people management experience.
Additional or Preferred Qualifications
12+ years technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 10+ years technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years technology-related sales or account management experience.
10+ years Security cloud sales and/or technical sales roles
2+ years manager of managers experience.
High technical aptitude and hands-on experience working with enterprise AI, Cloud and Security solutions and programs, especially Microsoft’s Security solutions
Solution Area Specialists M6 - The typical base pay range for this role across the U.S. is USD $155,000 - $243,000 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 $198,800 - $267,000 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 1, 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) .