广州招聘

职位描述：

Job # 993005
Locations China, Beijing
Job families Sales
Teams Sales

Job Description

Solution Sales Specialist, Cybersecurity

As part of EPG’s newly formed Enterprise Cybersecurity Group (ECG), the Cybersecurity Sales team is seeking a motivated

and self-driven sales professional to fill a key role as a Cybersecurity Solution Specialist. As a Solution Sales Professional

(SSP), you will lead a virtual team of technical, services, and partner resources to advance the sales process and

achieve/exceed quarterly budget targets in your territory. The ideal candidate will have a proven track record of developing

new business, building strong business relationships, and driving Cybersecurity solutions and partner integration to drive

deployments. The ability to effectively present to a wide range and size of audiences from IT Pro to CxO (including CSO) to

business decision makers is a must.

Are you excited about an opportunity to drive an innovative new approach to selling security to enterprises? EPG’s new

Enterprise Cybersecurity Group plays a critical role in helping drive the company’s security initiative by unifying the most

relevant security services and products together to meet customer’s needs. Core to this mission is the ability to work across

both the Services and Sales organizations to pull together offerings that promote EPG’s goals of accelerating customer

adoption of the Microsoft Cloud, upgrading to Windows 10, Office 365 and Azure, utilizing Microsoft’s Services for

assessments, monitoring and detection, and incident response. The team works very closely with the Microsoft’s Services

and EPG field sales team (focus on STU Sales Specialists) through a strong and highly capable global v-team as well as the

product groups.

Key Expertise Required

• Creating and executing a business plan to ensure your services and product revenue, and unit goals are achieved

including developing a healthy pipeline of qualified opportunities.

• This role requires a seasoned solution sales professional with a deep understanding of solution selling and the ability

to solve customer business needs through the innovative application of Cybersecurity business solutions.

• Broad industry knowledge is required along with a deep understanding of the technology platform and how to design

solutions based on the Microsoft Cloud and platforms.

• Candidates will engage with Enterprise customers working with senior Business Decision Makers (BDMs) and

Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer businessstrategies, to present business value and return on investment (ROI), and new business strategies while being able to

demonstrate value and impact of a Microsoft cloud-based solutions.

• The successful candidate must have proven experience in driving complex, competitive solution sales scenarios,

working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution

vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across

Strategy, Consulting and Support.

• This role requires an individual who is results-oriented, proactive, confident under pressure, and has demonstrated

skills in solution sales. Strong leadership skills, strategic planning, excellent communication, virtual-team engagement, time

management, pursuit planning, negotiation skills and presentation skills are essential.

• An in-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track

record of closing large consulting/support deals and exceeding annual quota targets is vital.

• The successful candidate must possess strategic thinking, communication/presentation skills and organizational agility

to guide customers through multi-year initiatives.

• This role requires strong virtual team influence and integration skills, working with the Account Teams (EPG ATU and

STU Teams) as well as Marketing teams to drive demand generation.

• The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the

Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter

expert (SME) at industry or customer events.

Key Accountabilities

• Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions

mapped to customer business outcomes.

• Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account

Teams.

• Develop relationships with customer CxO level Business and Technical Decision Makers. Drive solution sales

scenarios through understanding the customer, the industry, and the competition.

• Map customer business needs to Microsoft solutions providing a differentiating value proposition.

• Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams and

aligned to account plan strategy.

• Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and

achieve desired business outcomes.

• Candidates must have field-based knowledge of competing and winning against solutions and technologies from

competitors.

Successful candidates will have a BS/BA degree or equivalent work experience (MBA Preferred) and 7-10 Years of

enterprise software experience. This position is based in the Singapore. Some travel is required.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard

to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability,

veteran status, genetic information, or any other protected status.

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