In this role you will identify, qualify, own and close opportunities for M-CIEM Permissions management requiring partnering across a virtual team of Security resources ranging from field, partner, marketing & engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for Microsoft Cloud Infrastructure Entitlement Management solution (M-CIEM - formerly Cloudknox) to our enterprise customers 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
Be the opportunity owner and technical expert for your assigned set of accounts​

• Identify new M-CIEM Permissions Management deals through integrating into Microsoft’s Multi-cloud and Secure Access security motions​.
• Lead technical presentations, demonstrations, proof of concepts, and pilots to explain & demonstrate the value of the solution​.
  Lead sales engagements and deliver on revenue accountabilities ​ 

• Acquire, lead, and drive security opportunities through the sales process from qualification to close​.
• Actively take responsibility to identify and remove technical blockers associated with customer requirements.​
• Deliver on expectations/promises resulting in tangible customer business outcomes.​
• Engage confidently at CxO level to articulate value proposition and how Microsoft can be a trusted partner in protecting critical infrastructure and creating a safer world​. 
  
  

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

• Identify sales blockers and partner with the corporate team to recommend potential resolution​.
• Shape current and future products and marketing strategies through feedback to sales, marketing, and engineering.​
• Establish relationship with key partners to drive Security opportunities and showcase co-sell approach to field sellers​.
• Foster and expand Microsoft’s relationships with Customer Business Decision Makers and support sales teams to blockers to evaluation, contracting, deployment, and usage​. 
• Mentor Security Specialist members of the team and lead the community to foster best practice sharing​.
  
  
• Stay sharp and assist Microsoft transform how we deliver value to customers
  

• Continuously nurture and expand sales, business, technology, and competitive readiness​.
• Influence engineering and product groups with closed loop feedback supporting refining the sales process and product updates​.
  
  

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: 

 Qualifications

• Strong technical background in security, compliance, and identity​.
• Proven track record of overachieving sales results in complex technical opportunities.  ​
• Fluency with cyber threat intelligence threats, trends, and developments​.
• Understanding of cyber security roles and personas who will be consumers of Cloud Infrastructure Entitlement Management (CIEM) such as DevSecOps and Identity Management​.
• Technical understanding & Hands on experience with one or more cloud platforms (Azure, AWS, GCP).
• Familiarity with Cloud Infrastructure Entitlement Management (CIEM), Cloud Security Posture Management (CSPM) & Cloud Workload Protection (CWP) solutions​.
• Experience with identity management systems (including directories, access servers, authorization services, identity provisioning and governance systems).​
• Ability to talk effectively to both a technical and non-technical audience to remove technical blockers, overcome customer objections & drive business value conversations. ​
• The role requires the ability to travel 25-50% of the time. International travel may be required.

Required/Minimum Qualifications

• 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field
  AND 4+ years of technology-related sales or account management experience.