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ISVs at Microsoft are unique in the sense they are both customers we sell to, and partners we co-sell with. To support the ‘sell to’ motion, these customers require streamlined sales, account, and technical enablement processes and resources. To support the ‘sell with’ motion, these customers need support in access to Microsoft’s broad base of industry customers, strong partnership and alignment with our GPS team, in addition to taking advantage of all of our partner products and services. As tech centric organizations, ISVs expect technical depth across common scenarios and access to PG via a “level 300”, single named source.   

We’re looking for an exceptional talent to be part of an exciting new EMEA motion to lead the development and growth of the EMEA ISV business.

Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from? Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Are you ready to join the team that is at the leading edge of innovation at Microsoft?  If so, we are looking for you! 

The Microsoft Security organization’s mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must work to keep our customers safe through our Security Solutions. 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. 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.

As a Senior EMEA Microsoft Security Technical Specialist you will be a senior technical sales leader and trusted customer advisor, working with cutting-edge security technologies such as Microsoft Defender for XDR and Sentinel. You will lead a v-team of other internal, partner and consulting resources to help map Microsoft solutions to customer security challenges and priorities, demonstrate and prove our solutions, and win the technical decision enabling the team to achieve/exceed quarterly and annual revenue targets. You will help solve complex security challenges for our customers, enabling them to help modernize their security architecture and posture. This role is flexible in that you can work up to 100% from home.

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

• Primary technical point of contact for potential customers during the sales process, owing and driving technical win for security opportunities

• Deep technical understanding of cloud security architectures, solutions/technologies including Microsoft M365 Defender, Defender for cloud and Sentinel and expertise in extended detection and response (XDR), zero trust and cloud security solutions and architectures

• Remediate blockers; leads and ensures technical wins for Microsoft Security and adjacent technologies. Engages with and reaches out to customers proactively and independently; builds credibility with customers as a trusted advisor for Microsoft Security; and searches for and uses Microsoft Security customer references; and facilitates handoff to customer success for post sales deployment.

• Develop strategies and recommendations to improve the client's security posture, shapes technical win plan and tailors Microsoft messaging to audience for security opportunities. Enhances team capabilities for extended detection and response (XDR), zero trust and cloud security and develops differentiated compete strategies for Microsoft Security for assigned customers.

• Lead technical presentations, demonstrations, workshops, architecture design sessions, explain, demonstrate, and architect the solution to help solve customer security challenges and priorities.

• Drives cross-workload support for Microsoft solutions for security. Leverages insights and coaches' teams to align new or changing technology to customer security needs.

• Responsible for engaging with other teams within and outside the organization throughout the sales cycle. Engaging partners in sell-with scenarios and supporting their technical capabilities is key to scaling solution delivery.

Qualifications

Required/Minimum qualifications:

Extensive technical pre-sales or technical consulting experience

OR Bachelors Degree in Computer Science, Information Technology, or related field AND multiple years technical pre-sales or technical consulting experience

OR Masters Degree in Computer Science, Information Technology, or related field AND multiple years technical pre-sales or technical consulting experience

OR equivalent experience

Multiple years’ experience with developing and delivering customer demos/proof of concepts for Security across competitive offerings 

Preferred Qualifications (PQs):

Certification in Microsoft 365 Security Administration or Cloud Security

One or more of Industry certifications such as CISSP, CCSP, etc. is preferred

Advising Client Technical Decisions: Business Knowledge, Competitive Analysis, Driving Insight-Led Conversations, Strategic Technical Planning, Technology Industry Knowledge

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

Readiness for Deployment: Architecture Design, Problem Solving, Quality Assurance, Troubleshooting

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) .