Director, Technology Specialist - Security

We are hiring a Director, Technology Specalist - Security to lead a national team of world-class technical sellers in the Enterprise tier supporting the North East Market. As a proven sales leader, you will support your team in achieving and exceeding quarterly and yearly targets that deliver end-to-end thought leadership and transformational customer outcomes. You will enable and empower your... team to drive technical wins. This opportunity will allow you to learn and accelerate your career growth, honing your managerial, solution sales and collaboration skills and deepening your end-to-end security expertise. We are looking for a passionate, experienced, and credible security professional to join our global team of Technical Security. We are committed to diversity and inclusion and provide resources and support to everyone on our team. This role is flexible in that you can work from home, but this role will require up to 25% travel.

The Microsoft Security organization?s mission of making the world a safer place has never been more important. The Solution Specialist Unit team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success. With thousands of global security experts worldwide, $1 billion+ invested annually in security research and development, and the cutting-edge AI- based Security innovations, Microsoft is ideally placed to think outside of the box and protecting customers, and partners around the world.

Security continues to be top of mind for organizations of all types and sizes, as relentless threats and attacks are always looming. Microsoft's Security portfolio is committed to keeping customers secure in a complex landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. We are excited to be expanding our team with diversified, and driven new technical specialist leadership, eager to make a difference in the fight against cybercrime.

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

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 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, Value Based Delivery [VBD], Customer Success Unit [CSU]) 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 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.

Leverage Partner Ecosystem
? Maximizes area-level capacity and capabilities 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 and account teams to shape strategic win and customer success plans 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. Where applicable, oversees team(s) in the building of consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.

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. Ensures 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. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.
? 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
? 7+ years technical pre-sales or technical consulting experience
? OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience.
? OR Master's Degree in Computer Science, Information Technology, Business or related field AND 4+ years technical pre-sales or technical consulting experience
? OR equivalent experience.
? 3+ years people management experience (including leading virtual teams).

Additional Or Preferred Qualifications
? 8+ years technical pre-sales, technical consulting, or technology delivery, 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.

How You Do It

Skills & Capabilities:

Advising Client Technical Decisions:
? Business Knowledge
? Competitive Analysis
? Consultative Selling
? Driving Insight-Led Conversations
? Strategic Technical Planning
? Technical Communication
? Technical Sales
? Technology Industry Knowledge

Building Stakeholder Relationships:
? Conflict Resolution
? Oral Communication
? Relationship Management
? Trusted Technical Advisor
? Written Communication

Demonstrating Microsoft Solution Capabilities:
? Cloud Platform
? Cloud Security
? Formal Presentation Delivery
? Microsoft Products
? Pilots and Proof of Concepts (PoCs)
? Product Demonstration
? Storytelling
? Third Party Applications

Readiness for Deployment:
? Architecture Design
? Problem Solving
? Project Management
? Quality Assurance
? Technical Solutions
? Troubleshooting

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 June 9, 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

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