Solution Sales Advisory Security - Global Black Belt

About the job

Overview
MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

The Security Solution Area Team positions the value of our best-in-class cloud security solutions & services to enable enterprise customers and public sector organizations to accelerate successful business outcomes of their digital transformation more securely.

As a Solution Sales Advisor, you will drive 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). You will bring impactful industry insights into customer engagements and close deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.

You will develop sales and business strategy options while also being able to successfully execute complex opportunities. You will work cohesively in a highly matrixed environment with members of the company account team and services field, company partners, and company corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices, and deliver results and sales outcomes.

The company’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

• Be the security leader and expert for your assigned territory. Leads and plans for accounts across territories, does business analysis to pursue high-potential sales opportunities and manages the End-to-End Security business across the territory.
• Develop and maintain a strong pipeline of sales opportunities, ensuring that sales targets are met or exceeded.
• Build, own, and manage key C-stakeholders' relationships in your accounts driving awareness and excitement for company security platform value and influence long-term strategic direction. Understand customer budget, timeline, buying process, and map out the key customer stakeholders.
• Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers’ journey to balance the need for security and employee productivity with the right process and visibility.
• Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value.
• Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services.
• Perform Return on Investment (ROI) and Total Cost of Ownership (TCO) analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.

Qualifications
Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail).
• Several years of experience in technical solution architecture or enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail).

Additional Or Preferred Qualifications

• Relevant technical certification(s) in cloud technologies, solution architecture, or related domain (e.g., company Certified: Azure Solutions Architect Expert, company 365 Certified: Enterprise Administrator Expert) or equivalent industry certification.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

The company is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, please read more about requesting accommodations.