In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

Are you inspired to help customers empower their employees, maximize the employee experience, and do great work using the devices and apps they love? We are looking for someone to help customers who are undergoing significant changes to the way they work as we continue to shift into a truly hybrid work model. Microsoft is at the forefront of this transformation come and help organizations rethink aspects of their business in a way that sets them and their people up for success in this new world of work.

As the Security Technical Sales Manager in Small, Medium, Corporate (SMC), you will be leading a team of Security Technology Specialists to provide and sell the best-in-class cloud service and platforms to our managed customers, building the momentum for digital transformation for our customers and partners as well as Microsoft itself. This leader is a great sales coach, has a "challenger" mentality, is savvy in sales-leadership practice and contributes with vision and flawless execution of solution sales across solution areas.

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

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.

Responsibilities

Scale Through Partners

• Supports partner technical capacity by providing feedback to internal teams (e.g.,Global Partner Solutions (GPS).

• Maximizes subsidiary level capacity and capabilities of scaling through partners by coaching team to grow partner network, identifying gaps, and promoting the partner within the Microsoft ecosystem (e.g., account teams); raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.

Solution Design and Proof

• Applies sales methodologies (e.g., catalyst, challenger sales) and coaches sales team in guiding customers through digital transformation across solution areas and leveraging insights to align new or changing technology to customer business needs.

• Identifies new trends and needs, and identifies ideas that can be transformed into applications of solutions that benefit customers/partners, serving as the voice of the customer (VOC) to Microsoft.

• Coaches team and oversees demonstrations (e.g., architectural design sessions [ADS], proof of concept [POC] sessions) of solutions and position solutions against competitors through initial engagements. Ensures demonstrations enable customers to identify and resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology. Guides team on Microsoft standards on demonstrations to provide feedback to partners.

• Coaches team to leverage Microsoft technology in innovative ways to meet customer needs. Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios.

Build Strategy

• Supports the voice of the customer (VOC) through escalation, acceleration, and additional emphasis of feedback, blockers, insights, resources, etc. (e.g., OneList) items as needed.

• Pre-aligns 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.

• Coaches team in working with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Ensures team is equipped to execute compete strategy, collaborating with cross-functional groups as needed.

• Builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge. Enables team to share compete knowledge with internal teams, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions.

• Coaches and provides support to team to define and execute strategy. Proactively approaches customers to understand and help identify strategic opportunities.

• Coaches team to monitor, analyze, or implement action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes; identifies opportunities to promote usage in a productive way.

Scale Customer Engagements

• Leverages knowledge of resources (e.g., roles, Microsoft Technology Center, demo sites, virtual sites), with limited managerial support, to assess and remediate technical and non-technical blockers by engaging other teams (e.g., account team unit [ATU], specialist team unit [STU]) and conveying impact. Consolidates cases of common blockers in the area and drives appropriate escalation activities.

• Engages with, reaches out to, and coaches and enables team to identify and proactively engage with key customer technical decision makers.

• Ensures consistency and quality through adherence of standards and best practices (e.g., managed service provider [MSP], managed certified professional [MCP]) in customer engagements by holding team accountable.

• Orchestrates team resources and coaches team to maximize impact of customer engagements through capacity planning, prioritization, capabilities assessment, and utilization of resources. Prioritizes resources and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.

• Uses knowledge of customer context, cross-solution or portfolio experience, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.

• Enables and empowers team to lead and win customer technical decisions by streamlining processes and managing the flow of wins, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack], End Customer Investment Funds [ECIFs]).

Technical Leadership

• Plans, conducts, or coaches team to conduct one-to-many events (e.g., workshops, Webinars) to present and educate customers and colleagues on the capabilities and benefits of using specific Microsoft solutions/products.

• Enables and empowers team to develop technical expertise and provide technical insights to internal teams.

• Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)

Qualifications

Required/Minimum Qualifications

• Relevant certifications from Microsoft or competitive platforms AND 5+ years technical pre-sales or technical consulting experience

• OR Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 6+ years technical pre-sales or technical consulting experience

• OR equivalent experience

• 3+ year(s) people management experience (including leading virtual teams).

Additional or Preferred Qualifications

• 7+ years technical pre-sales or technical consulting, or related experience.

• 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management

• Certifications in Microsoft SC-200; Microsoft SC-300 OR Microsoft SC-400

Digital Technology Specialists M5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 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 $162,000 - $268,900 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

Microsoft will accept applications for the role until September 24, 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) .