Role
The SureStep Sales Specialist for Security is responsible for driving Security acquisition with partners in the indirect ecosystems

Profile
Security sellers need high level of drive to hunt for new business/customers in the indirect business with partners. A successful hunter needs to be results oriented, driven and excel in working in a dynamic sales environment. The seller must have the ability to pitch and understand the Microsoft Security value proposition to Partners and their customers to enable sales to new customers.

Function Scope
• Define and work with a selection of partners who will drive Security in the SMB Segment in a scalable way by growing their marketing and sales capabilities focusing on Security Mini Bundles (Microsoft 365 E5 Security and E5 Compliance) and Microsoft 365 E5 Suite
• Work with the resellers to develop a lifecycle management practice, renewal motion and upsell conversations to drive programmatic upsell and grow acquisition (Customer and Workload)
• Utilize Microsoft targeting tools like Cloud Ascent and programs like Co-op, SMB Workshops and Solution Assessments to drive the conversation about Security workloads.
• Implement a Rhythm of Business with resellers and local Microsoft stakeholders to ensure consistent engagement and performance tracking
• Drive Partner outreach and demand generation through all available media (email, Teams, social media and phone), promote offers and campaigns and drive excitement for the Microsoft and Indirect Provider partnership opportunity

Role Description
• Drive new cybersecurity channel acquisition and activation to service SMB customers at scale
• Consult resellers on Designations; Lead blitz weeks/webinars for acquisition; Stimulate RFY activities with low performing resellers
• Ensure resellers are leveraging incentives. Align impact of Top Resellers with the Co-op investments of the Indirect Providers
• Provides reseller assistance if needed in qualifying opportunity and customer wins
• Use Cloud Ascent data and drive GTM execution with partners
• Mandatory attendance of Microsoft driven SureStep events like SureStep Summits and Bootcamps
• Represent Microsoft by earning the Pitch Perfect Badge for Security

Role Qualifications
• Passion for technology, always learning attitude and growth mindset are more 7+ years of core sales, Partner Solution Sales, security solution selling, and business development experience.
• 3+ years of Microsoft security products or similar solutions
• 2+ years of experience working in the distribution channel for Small & Medium Business (SMB) customers
• Basic understanding of Security and the Microsoft partner ecosystem
• Preferably experience working at a Partner/Hoster/Telco/Service Provider or competing technology vendor

KPIs
• Acquisition (Customer and Workload)
• Reach, Frequency, and Yield
• CSP growth YoY