Latam Solution Area Specialist/ Security - Sao Paulo, Brasil - Microsoft

Microsoft

Empresa verificada

Sao Paulo, Brasil

há 1 semana

Postado por:

Ana Silva

beBee Recruiter

Descrição

Microsoft'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.

Discovers and qualifies new leads; drives consumption with new and exisiting customers. Identifies market and customer needs and collaborates with internal teams to devise solutions to meet those needs. Orchestrates deals across multiple stakeholder groups including partners. Positions Microsoft solutions in competitive landscape through research and collaboration; utilizes industry expertise to differentiate Microsoft solutions.

Develops and manages pipeline for territory and forecasts resource needs; meets with customers on site to deepen relationships and solution development.

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 crossorganizational 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
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/highpotential customers. Articulates vision and longterm 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 executivelevel 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/highvalue 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 buyin and commitment) to derisk and drive predictable deal closure.

Scaling and Collaboration

Leads the planning and execution on opportunities with resources and partners across territories to crosssell and upsell. 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.

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 longterm strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to