Director, Business Development - Security Solutions
Posted on Sep 28, 2021 by Microsoft Corporation
Industry Solutions helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.
As a core member of the Americas Solution Strategy Team, the Security Business Development Manager (BDM) works closely with the Solution Strategy Lead, Security Service Line Leadership, Marketing, area, regional, and global leadership teams to spearhead and activate the MCS Security solution strategy for the region. The BDM is accountable for driving Enterprise customer engagement in support of Microsoft Account and Services teams, driving wallet share growth, promoting solution repeatability, reducing time to market of strategic use cases, growing qualified pipeline of prioritized solutions, contributing to key customer wins, and evolving digital models
Acts as a Security Subject Matter expert in support of Enterprise customer engagement in named accounts. This engagement could be one on one meetings, one to few meetings, or one to many workshops. Be well versed on advising customers on how to Build Zero Trust Foundations, Modernized Security and Defend against threats, Secure Azure, Hybrid and Multi-Cloud, Protect and Govern sensitive data, Manage and investigate risks, and Security as a Service (managed service).
Build connections with CISO in Microsoft Strategic Accounts. Understand current and future focus areas for Chief Information Security Officers and opportunities for Microsoft to build greater customer value.
Work closely with the Security Strategy Service Line and Solutions team to develop security Offerings/SKUs and drive security integration across other Industry Solutions teams and Solutions (eg, Domains, other Service Lines, Industry teams). Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes
Mine and share best practices across the Americas - US, Canada and Latam regions for replication and faster Security Solution market penetration.
Support the Account Team and Industry Solutions (Services) in developing, creating, and updating of the account security plan, aligning with the overall account plan strategy. Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs. Lead security and compliance solution sales scenarios through understanding the customer's long and short-term strategy, the industry, and the competition.
Coach team members on identifying and qualifying security opportunities that map to Microsoft Security Offerings.
Work to accelerate security deals orchestration by assisting the account team to developing value-based propositions and selling Security solutions mapped to customer business outcomes
10+ years of recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
Proven record of effective business development and sales: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, solution development, services/partner engagement, and value-based selling.
Demonstrated experience and expertise selling to senior business leaders, especially CISO, by aligning & reinforcing the value of cybersecurity solution to the customer's overall business pain and/or strategic opportunities and decision criteria.
Solid understanding of Microsoft Cloud offerings and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsofts solutions and have a firm understanding of Microsofts strategies, together with security and compliance offerings relative to major Microsoft competitors.
Excellent knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Identity and Access Management, Threat Protection, Information Protection and Security as a Managed Service.
Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the Account Teams and Industry Services teams as well as Marketing teams to develop demand generation.
Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events
Bachelor's Degree required, MBA preferred, relevant industry security certifications desired (eg, CISSP, CCSP).