Job Summary:
The Senior Solution Sales Specialist - Security is responsible for integrating into the BDO Digital Sales Teams, focusing on positioning our range of Microsoft Security technology and advisory services to our clients. The individual will also be responsible for fostering a robust partnership with Microsoft to drive acquisition, facilitate programmatic initiatives, and effectively manage communication between BDO and Microsoft.
This role will be a key contribution to advancing the growth of our Microsoft Security associated services revenue across BDO Digital. The position will also require close collaboration with our internal partner operations team to prioritize and measure key Microsoft-driven metrics. This role requires a blend of excellent communication, sales, and strategic planning skills combined with a deep understanding of Microsoft related solutions.
Job Duties:
- Drives the Microsoft Security solution selling needed to meet and exceed the annual targets assigned by BDO Digital's leadership team.
- Engages clients in envisioning conversations to drive digital transformation opportunities that leverage Microsoft Security services.
- Extends a proficient level of expertise related to all technology and advisory solutions within BDO Digital's Microsoft Security practices.
- Manages and/or supports sales cycle associated with client opportunities.
- Collaborates across BDO Digital's technology practices, specialists, and other business development executives within sales cycles.
- Effectively co-sells alongside the Microsoft Security solutions team and account teams to originate and accelerate opportunities.
- Leverages relevant Microsoft partner programs to support opportunities where applicable.
- Forges and sustains a strong partnership with Microsoft understanding their strategies, product offerings, and key objectives.
- Drives the acquisition of new business from Microsoft by leveraging BDO's value proposition to mutual customer needs.
- Acts as conduit for communication between Microsoft and our internal account owners ensuring timely updates.
- Collaborates with the partner operations team to understand key priorities and metrics that Microsoft values.
- Provides accurate and timely sales pipeline hygiene.
Supervisory Responsibilities
Qualifications, Knowledge, Skills, and Abilities:
Education
- High School Diploma or equivalent, required; AND seven (7) or more years of B2B IT sales solutions experience, with proven track record of selling to C Suite decision makers, required; OR
- Bachelor's degree, required; AND Five (5) or more years of B2B IT sales solutions experience, with proven track record of selling to C Suite decision makers, required.
Experience
- Experience in similar role or strategic sales or partnership role, required.
- Demonstrated understanding of the Microsoft Security platform and experience solving customer challenges through solution selling, required.
- Experience handling client relationships at multiple levels orchestrating through complex, multi-stakeholder buying processes, required.
- Experience in Microsoft funding programs, preferred.
License/Certification:
Software:
- Proficient in the use of Microsoft Office Suite, required.
- CRM Pipeline management experience, required.
Languages:
Other Knowledge, Skills, & Abilities
- Excellent understanding of Microsoft products and services.
- Ability to collaborate and build relationships at all levels of an organization.
- High degree of initiative, strategic thinking, and problem-solving abilities.
- A strong growth mentality to drive ongoing Microsoft field recurring meetings.
- Ability to adapt BDO messaging to Microsoft professionals while driving the BDO value proposition.
- Knowledge in the development, management and execution of sales and business development planning, lead generation, pipeline management, account planning, sales strategy, and development.
- Understanding of aligned goals & metrics and ability to strive to achieve them.
- Ability to thoughtfully and positively manage change.
- Strong business acumen with an ability to understand and communicate BDO's business, marketplace, and value proposition.
- Ability to work in a deadline-driven environment and handle multiple projects simultaneously.
- Excellent verbal and written communication and presentation skills.
- Ability to travel to participate in events or sales calls or attend regional or national meetings, as necessary.
Keywords: Solution Specialist, Microsoft, Partner Manager, Channel Manager, Account Executive, Business Development, Account Management, Account Manager, B2B, B to B, Client Relations, Solution Selling, IT Services, Cross-selling, Microsoft, Software, Service Delivery, Information Technology, SharePoint, Dynamic CRM, Business Intelligence, Data Analytics, .Net, Agile, Infrastructure, Cloud, Security, O365, Azure, AI.
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