Security Solution Area Specialist Microsoft

Customer Engagement

• Qualifies sales opportunities using AI-driven frameworks and best practices. Supports strategy development for complex deals, collaborates with cross-functional teams throughout the deal lifecycle, and applies proven methods to win customer buy-in, close sales, and manage risks.
• Develops sales strategies focused on customer security needs, aligning with Microsoft's secure, AI-driven transformation. Reviews feedback to implement recovery plans and builds relationships with stakeholders to support satisfaction goals. Coordinates partner resources and co-selling throughout the sales lifecycle, ensuring partnership health and strategic alignment for accelerated customer value.

Sales & Pipeline Management

• Evaluates business trends and identifies emerging opportunities to enhance the customer portfolio and foster innovation. Applies advanced technologies, such as AI sales agents, automation growth. Utilises data on propensity, renewal, consumption, and usage to inform and prioritise sales strategies. Coordinates with assigned partners for each account or opportunity, ensuring effective collaboration with teams throughout the deal lifecycle.
• Reviews sales pipelines with internal teams to improve forecasting accuracy and meet targets, using AI analytics tools for greater precision. Maintains pipeline hygiene to track sales metrics, monitor customer adoption, identify intervention opportunities, and support solution value realization, expansion, and reliable renewals.

Sales Strategy

• Analyzes markets and aligns sales plays with customer priorities using AI-driven analytics to predict trends. Collaborates across teams to propose solutions matching business objectives and addresses gaps to drive market engagement and execution.
• Collaborates with cross-organizational teams to assist in developing solutions that support AI and cloud-based transformations for both existing and new customers in the region, with attention to integrating advanced AI technologies and cloud services. Utilizes established strategies and engages with customers to present Microsoft's offerings within the current market. Acts as an advisor to customers and provides guidance on adopting security technologies and solutions that align with their objectives and facilitate digital transformation.
• Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
• Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success.
• Engages with account teams to align the customer's security transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.