Security Area Lead, Latin America

Overview

Are you a sales professional with a passion for leading complex and high-value solution sales? Do you have the ability to bring industry insights and influence Microsoft Latin America’s strategic direction across markets?

If so, we have an exciting opportunity for you as a Security Solution Area Specialist.

As a thought leader in the security solution area, you will advise customers on digital transformation and lead a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.

You will partner with internal teams, partners, and services to lead the proposal or development of security solutions that align with customer and Microsoft priorities, and anticipate market trends to drive new security solutions.

Join us and become a key player in shaping the future of security solutions at Microsoft.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Qualifications

Required / Minimum Qualifications

• 9+ years technology-related sales or account management experienceOR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years technology-related sales or account management experience.
• Fluency to read, write and speak English and Spanish.

Additional or Preferred Qualifications

12+ years technology-related sales or account management experienceOR Bachelor's Degree in Information Technology, or related field AND 10+ years technology-related sales or account management experienceOR Master's Degree in Business Administration (i.

e., MBA), Information Technology, or related field AND 8+ years technology-related sales or account management experience.

• 10+ years services sales or account management experience.
• Fluency to read, write and speak Portuguese

Responsibilities

Sales Execution

Brings impactful industry insights into customer engagements and closes deals with customers, and coaches and influences others internally on how to do this.

Acts as a thought leader across solution areas to advise customers on digital transformation. Influences Microsoft's strategic direction across various markets.

Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.

May lead partner integration into account / territory planning and customer engagements

Orchestrates with team members to generate new leads. Guides team members on conducting personal campaigns to discover new opportunities.

Leads conversations with strategic / high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners.

Facilitates the account team unit (ATU) and / or Specialist Team Unit (STU) to build pipeline. Acts as a subject matter expert to guide others on social selling or speak about Microsoft solutions at events.

Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.

Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.

g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.

Drives advanced workloads and usage.

Assesses and challenges the needs of strategic / high-potential customers. Articulates vision and long-term implications for customer to accelerate digital transformation.

Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities.

Anticipates market trends and leverages broad technical community knowledge to drive new solutions.

Leverages and governs external stakeholder network to engage and influence with top leaders and decision makers. Acts as a thought leader and technical advisor to the executive-level business decision makers at the customer's / partner's business.

Leads others to identify and engage new decision makers and stakeholders to expand the relationship with customers / partners.

Develops strategies for driving and closing strategic, complex, and / or high value and / or prioritized opportunities.

Collaborates with account teams to ensure alignment with the account strategy and plan. Leads complex / high-value deal planning with the deal teams across Microsoft and the Enterprise Operating Unit (EOU).

Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

Leads the planning and execution on opportunities with resources and partners across territories to cross-sell and up-sell.

Leads the validation of partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and drives consistency on execution.

Proactively connects the partner ecosystems to form new market opportunities.

Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Develops a holistic approach to build network across Microsoft.

Identifies strategies to position opportunities to promote collaboration and participation.

Technical Expertise

Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries.

Contributes ideas that can be instituted across Microsoft.

• Posts information or speaks at external events, drives conversations with prospective customers / partners as a thought leader across solution areas.*
• Leverages and shares competitor knowledge across solution areas as a subject matter expert to make decisions on pursuit or withdrawal.

Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area.

Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blockers.

Develops strategies to position Microsoft against competitors.

Sales Excellence

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer / partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience.

Manages and / or orchestrates sales and delivery success through the account team and pursuit team.

• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
• Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

Acts as a thought leader and clears opinions and perspectives from business analysis.

Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts.

Mentors less experienced team members.

Completes required training and obtains relevant product and role certifications aligned to the role and workload / industry.

Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

Other

Embody our and

Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect