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.
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.
As we continue to grow as a Security Technical Specialist organization, we are hiring enterprise technical sales managers to lead a team of Enterprise Security technical specialist professionals to achieve/exceed quarterly and full year targets.
Join a team of Cybersecurity Professionals lead 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.
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.
Scale Customer Engagements
- Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team.
Coaches and enables team to identify and proactively engage with key customer technical decision makers and influencers to help unblock technical obstacles.
- Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.
- Enables and empowers team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]).
Aligns goals across solution areas and facilitates cross-selling with various workloads (e.g., Apps, Data and Infrastructure)
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites) and owns resolution of technical and non-technical blockers by engaging other teams (e.g., engineering, Account Team Unit [ATU], Specialist Team Unit [STU]) and conveying impact.
Anticipates and addresses future potential blockers based on needs.
Identifies patterns of blockers within area of expertise and drives resolution through local and global escalation.
- Ensures consistency and quality through capturing, sharing, and adherence of standards and best practices (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]) in customer engagements by implementing cross-functional initiatives to different channels across a subsidiary to drive consistency in technical approach and ensure customer technical experience across teams.
- Orchestrates team resources and coaches team to maximize impact of customer engagements and drive mid-to long-term strategy through cross-workload capacity planning, prioritization, and utilization of resources.
Proactively plans team resources and influences future blueprints.
Qualifies and prioritizes opportunities, and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.
Scale Through Partners
- Maximizes area-level capacity and capabilities of scaling through partners by coaching team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams).
Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.
- Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.
Build Strategy
- Builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge.
Enables team to share compete knowledge with internal teams and communities, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions.
Acts as a subject matter expert on a particular competitive discipline(s).
- Coaches and provides support to team and across internal teams to define and execute strategy.
Proactively approaches customers to understand and identify cross-workload strategy opportunities.
Engages internal teams to ensure capability to execute strategy.
- Maintains communications with internal partners (e.g., Account Technology Unit [ATU], Customer Service Unit [CSU] manager, SSM) on highest potential customers to pre-align technical resources to customer and customer cases based on account planning and priorities, with the flexibility to realign to minimize orchestration and enable proactive engagements as needed.
- Works with local marketing teams to shape corporate domain messages and tailor to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends.
Ensures team is equipped to execute compete strategy, collaborating with cross-functional groups as needed.
Solution Design and Proof
- Coaches team and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors.
Ensures demonstrations enable customers to identify and resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology.
- Promotes adaptation and extension of architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor.
- Applies advanced sales methodologies (e.g., challenger sales) and coaches team in guiding customers through digital transformation solutions and using innovation to challenge solutions against changing technology (e.g., Power Apps).
- Coaches team to envision new and innovative solutions that use Microsoft technology to meet customer needs.
Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios.
Ensures team capability to execute on those solutions.
- Identifies new technical and business trends and needs, and identifies ideas that can be transformed into solutions that benefit customers/partners, serving as the voice of the customer (VOC) to Microsoft.
Ensure input is utilized and solutions for the customer are established at the area level.
Education
- Enables and empowers team to develop technical expertise and provide technical insights to internal teams.
Acts as a role model by increasing own technical knowledge and serving as a respected technology leader to team.
- Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady).
Provides insight into how to identify opportunities to increase solutions/portfolio understanding.
- Ensures team members participate in tech communities and drives feedback to improve overall team member experience and effectiveness at subsidiary level.
Other
- Embody our culture and values
Qualifications
Required/Minimum Qualifications
- 8+ years of technical pre-sales or technical consulting experience
- OR Bachelor’s Degree in Computer Science, Information Technology, or related field AND 6+ years of technical pre-sales or technical consulting experience
- OR Master’s Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience
- OR equivalent experience.
Additional or Preferred Qualifications
- 10+ years of technical pre-sales or technical consulting, or related experience
- OR equivalent experience.
- 6+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
- 3+ year(s) of People Management experience (including leading virtual teams).
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.
We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
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 .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.