As a Security Global Black Belt (GBB) you will be a senior solution sales leader within our enterprise sales organization working with our most important customers and deals. You will lead a virtual team of technical, partner, marketing and engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

Responsibilities

The purpose of this role

 As a Security GBB you will:

 Be the technical opportunity owner and expert for your assigned set of accounts

• Identify new Threat Intelligence and Attack Surface Management deals through integrating into Microsoft’s XDR+SIEM/SOAR and multi-cloud security motions.
• Land the full value of threat intelligence and external attack surface management with customers.
• Drive complex and strategic deals in alignment with Security Solution Specialists and Area Sales Leads within assigned territory by setting and achieving monthly sales forecasts.
• Act as subject matter expertise for Threat intelligence and attack surface management workloads, navigating industry and complex deal orchestration, supporting competitor displacement opportunities, and sharing proven practices with the field through readiness and coaching to accelerate sales opportunities.
• Engage confidently at CxO level to articulate RiskIQ’s value proposition and how Microsoft can enable the modern framework for protecting critical infrastructure, minimizing future incidents, and creating a safer world.

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems

• Identify customer business and technology challenges and bring them to agreement on the business value of Security solutions for mega deals - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis.
• Establish relationship with key partners to drive Security opportunities and showcase co-sell approach to field sellers.
• Build competency and expertise for majors by completing all required readiness (Measure: Achieve expert level on assigned Majors).

Qualifications

What skills do you need to have?  

There will be many opportunities for you to learn and grow into this role and Microsoft. 
However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:  

• Strong technical background in security, compliance, and identity.
• Fluency with cyber threat intelligence threats, trends, and developments.
• Familiarity with Tactics, Techniques, and Procedures (TTPs) used by common, well known cyber threat actors.
• Understanding of cyber security roles and personas who will be consumers of Threat Intelligence such as Security Operations Center (SOC), Vulnerability Management, Incident Response, and Threat Hunting.
• Technical understanding of how the internet works and functions.
• Ability to talk effectively to both a technical and non-technical audience.
• Exceptional problem-solving and strategic thinking skills.
• Strong presentation and communication skills.
• Proven competency to collaborate cross organizations, deal with ambiguity and drive impact without direct authority.

Required/Minimum Qualifications

• 5+ years of technology/security-related sales or account management experience.
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience