Cyber Security Solutions Specialist

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

The successful candidate will be responsible for driving profitability for the Microsoft Practice through net new customer adds, upsell to M365 suite with a focus on EM+S, E5 Security + Compliance, increasing monthly active usage and identifying opportunities to sell complementary non-Microsoft solutions.

Acting as a subject matter expert, the role work as part of the main Cyber Security & Networking proposition but will also support a wide variety of teams at Bytes including sales, technical pre-sales, services & support, to ensure we deliver the overall objectives for the proposition.

RESPONSIBILITIES:

• Proactively work with suspects, prospects and existing customers to generate profitable sales of workshops, security solution assessments, professional services, managed services and security licensing opportunities.
• Delivery of relevant Microsoft Security workshops (funded and non-funded).]
• Identification of new opportunities and activities to drive migration to Microsoft Sentinel and Bytes Microsoft Security Managed Services.
• Identification of new opportunities and activities to drive migration to Microsoft cloud.
• Delivering customer facing Microsoft 365 E5, and related security & cloud, pre-sales discussions.
• Identifying opportunities for non-Microsoft solutions and engaging with the relevant specialist.
• Work closely with Microsoft Modern Work & Security specialists and propensity data to uncover opportunity for Microsoft cloud and upsell.
• Driving and facilitating the engagement of internal pre-sales and/or external partner resources to achieve cloud growth targets.
• Support the drive to migrate customers to modern agreement frameworks and platforms such as CSP
• Assist with the creation of sales/pre-sales collateral, as well as maintaining content and knowledge.
• Represent Bytes at customer events such as conferences, discussion forums, training events, webinars and live customer facing events.
• Demonstrate capability and knowledge across Microsoft cloud through knowledge-share via internal sales training, internal presentations, and marketing contributions such as whitepapers.

Role Focus & Key Behaviours

• Provide support throughout the sales cycle from initial qualification, nurturing opportunities alongside the account manager, to achieve a positive customer outcome.
• Support and contribute to RFI/RFPs and the general bid process relating to Microsoft Security projects.
• Review available data to identify customer gaps (white space) to drive new cloud adoption and/or consumption opportunities. Key data sources as follows:
  • Microsoft Insights
  • CRM & Marketing campaign data
  • Quantum 365
• Support with the facilitation of Marketing & Microsoft Qualified Leads (MQLs) to Sales Qualified Leads (SQLs), by working alongside account managers and the BDE team.
• Introduce relevant Bytes managed services to customers, with a focus on Security Managed Services.

Job Expectations

• Hold relevant accreditations and attend training courses (internal and external) as defined by Manager
• Deep understanding of M365 E5 Security and related Bytes Services
• Demonstrable knowledge of Bytes managed services & complimentary vendors
• An understanding of the Bytes Partner & vendor eco-system
• Working with Microsoft Specialists and the Microsoft Practice to identify new opportunities through relevant data
• Qualifying new sales opportunities bought to you by Account Managers
• Proactivity with sales teams, ensuring they are aware of you and your role / responsibilities
• Deliver regular enablement sessions with Sales Teams to ensure awareness of relevant programs and offerings
• Engagement with Bytes multi-vendor specialists when identifying complementary solutions sales

Mandatory Tasks

• Maintaining a personal tracking spreadsheet to verify achievement against KPIs
• Ensure all opportunities are entered into CRM and kept up to date
• Work with account managers to provide a accurate forecast
• Outlook calendar is expected to be kept up to date and colour coded appropriately
• Assisting sales with open opportunities to support progression and value through sales cycle
• Add deals which meet relevant Microsoft metrics to Partner Centre

WIDER TEAM NETWORK

Internal

• Account Management teams
• Microsoft Commercial Executives
• Partner Eco-System (PES) team
• Microsoft Practice
• Security Solutions Specialists
• Security Vendor Business Managers
• Technical Pre-Sales
• Delivery

External

• Microsoft Commercial Executives
• Microsoft Account Managers
• Microsoft Solutions Specialists (sales / technical)

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• Educated to A Level standard, equivalent or higher

ESSENTIAL

Professional Qualifications

• Microsoft 365 Fundamentals (MS-900)

ESSENTIAL

• Microsoft Azure Fundamentals (AZ-900)

DESIRABLE

• Microsoft Security Compliance & Identity Fundamentals (SC-900)

ESSENTIAL

Years of Experience

Minimum 3 years working with Microsoft Cloud/ security technologies

ESSENTIAL

Other Requirements

• Understanding and awareness of multiple Microsoft cloud offerings across Azure, Modern Work and Security, and/or Dynamics.
• Understanding of Microsoft software licensing agreements, models and cloud consumption cost optimisation strategies.
• Understanding of Microsoft UK structure and established contacts across technical and sales specialists.
• Ability to navigate and utilise Microsoft cloud tools/platforms to demonstrate capabilities to customers.
• Knowledge or experience of other leading security vendors (non-microsoft)

DESIRABLE

CORE Competencies & SKILLS

• Good technical and commercial knowledge across the Microsoft 365 security stack

• Understanding of, and ability to articulate to customers, options pertaining to cloud adoption

• A self-motivated individual with excellent organisational and time management skills

• Comfortable presenting to customers, being able to understand business needs and aligning these to business solutions.

MEASURES & GOALS

OBJECTIVE

MEASURE

FREQUENCY

Achievement of results (KPIs) set by Management Team

To be defined: eg Customer Calls, Opportunities added to CRM, Won opportunities, upsell and/or attach

Monthly and Quarterly