Security Technology Specialists - Shinagawa, 日本 - Microsoft

説明

Overview

セキュリティの技術営業として、AI、XDR、SIEM、XSPM、ゼロトラスト、マルチクラウドセキュリティなど、エンドツーエンドにビルドインされたセキュリティソリューションの価値を訴求し、顧客の商談を勝ち取ることを目標とした、技術観点からの支援を主な活動とします。
アカウントチーム、セールス、エンジニア、パートナー、コンサルタントとバーチャルチームを組み、部門間で連携しながら、技術的な観点で顧客を啓もうし、マイクロソフトのソリューションの価値をを実証し(PoC など)、技術的な決断を顧客に仰ぎます。

顧客組織の安全確保を支援することで、担当アカウントにおける四半期ごとの Microsoft Security の売上/利用目標を達成し、大きなインパクトを与えることを目的とします。
このチームに所属することで、マイクロソフトおよびマイクロソフト以外のクラウドベースのセキュリティソリューション、アーキテクチャ、プログラム、テクノロジーに関する深い技術的専門知識を強化することができます。さらに、コンサルティングセールスのスキルも強化することができます。

As a Security Technical Specialist, your primary goal is to win the technical decision of customers to purchase and use our range of security-focused solutions including AI, extended detection and response (XDR), SIEM, extended security posture management (XSPM), zero trust and multi cloud security.
You will work within a virtual team of technical, partner and consulting resources to educate your customers at a technical level, demonstrate and prove our solutions, and win the technical decision, allowing the team to achieve/exceed quarterly Microsoft Security sales/usage targets in your accounts. You will make impact by helping clients secure their organizations. ​

Being part of this team will will allow you to strengthen both your consultative selling skills as well as your deep technical expertise across Microsoft and non-Microsoft cloud-based security solutions, architectures, programs, and technologies.

Qualifications

Required/Minimum Qualifications

· 3+ years technical pre-sales or technical consulting experience

o OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 2+ years technical pre-sales or technical consulting experience

o OR Master's Degree in Computer Science, Information Technology, or related field AND 1+ year(s) technical pre-sales or technical consulting experience

o OR equivalent experience.

Additional or Preferred Qualifications

· 4+ years technical pre-sales, technical consulting, or technology delivery, or related experience

o OR equivalent experience.

· 2+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

Responsibilities

Scale Customer Engagements

· Engages with and reaches out to customers proactively and independently.

· Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.

· Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.

· Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.

Leverage Partner Ecosystem

· Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.

· Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).

Build Strategy

· Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.

· Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.

· Works with account and marketing teams to shape strategic win and customer success plans and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Where applicable, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.

Solution Design and Proof

· Depth technical expert for Copilot for Security, Microsoft Defender XDR, Advanced Identity (Entra ID Plan2, Entra SSE), Sentinel and Extended Security Posture Management (XSPM) technologies (particularly for but not limited to CSPM, Defender for Cloud)

· Own and drive technical win for security opportunities by helping land the value of threat protection, Sentinel and cloud security and driving customer intent to adopt the respective solutions.

· Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.

· Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.

· Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.

Education

· Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.

· Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.

· Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.

Other

· Embody ourand