[Team Purpose] Elena Wise, ANZ Specialist Team Unit Lead, "I have never worked for a company where every employee is so deeply engaged with the company's vision and purpose as they are at Microsoft. It provides the connective tissue across the company and informs everything that we do, and more importantly, how we do it. When asked for a word that describes their experience with Microsoft in our recent employee survey, the word "Proud" won out by a country mile." If you are a sales leader who is passionate about empowering your team to be the best they can be, this is the opportunity for you. You will lead a team of Security Solutions Sales specialists who lead customer engagements for Cyber Security Partnerships, Cyber Resilience and enabling customers to safely embark on their digital transformstion journey. Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn. [Job Purpose] Microsoft Security Solutions Sales Leaders build, develop and lead teams of Solutions Sales Specialists to partner with Senior Security leaders of our Enterprise Customers. You and your team will drive cyber partnerships, that help our customers achieve business value with the Microsoft Platform, and thereby secure long-term sustainable growth for them and for Microsoft. As a Cyber Solutions Solutions Sales leader, you will be a key leader in helping customers embrace and succeed through Cyber Resilience & Digital Transformation. In the Security Specialists team, we are looking for experienced and credible Sales Leader with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership, driving significant customer value, and enabling transformational customer outcomes. The Specialist team works closely with customers to identify their cybersecurity needs and recommend the best solutions from Microsoft's suite of products and services. As a Security Solutions Sales Leader you will build secure digital transformation strategies with customers, collaborating with different groups inside the Microsoft & Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration, and execution of end-to-end Security opportunities. As a Senior Leader, this opportunity will allow you to learn and accelerate your career growth, hone your solution sales and collaboration skills, and deepen your end-to-end security expertise. [Company Culture Statement] Microsoft's mission is to empower every person and every organisation on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realise 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. Required/Minimum Qualifications (RQs/MQs) 8 years of Security Solutions Sales or other Technology Solutions Sales experience in a leadership capacity OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6 years of Sales or other Technology Sales experience in a leadership capacity OR Master's Degree in Computer Science, Information Technology, or related field AND 4 Security Sales or other Technology Sales experience in a leadership capacity OR equivalent experience. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work. People Leadership You will deliver success through empowerment and accountability and follow the Model Coach Care approach. You will attract, develop, and retain talent and build diverse teams; deliver results through teamwork, act as role model for MS values, coach and develop team for high performance and commit to performance management. Scale Customer Engagements You will enable and empower team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes, aligning goals across solution areas and facilitates cross-selling with various workloads. You will orchestrate team resources and coaches team to maximize impact of customer engagements and drive mid-to long-term strategy through cross-workload capacity planning, prioritization, and utilization of resources. You will proactively plan team resources and influences future blueprints. Scaling and Collaboration You will coach your team to learn and apply the orchestration model and guide the team to build a network of partners to cross-sell and up-sell. You will act as a thought leader to help your team connect Microsoft solutions to customer business impact. You will interact with Core leadership and senior-level stakeholders to get support for their team and the ANZ area You will maximises area-level capacity and capabilities of scaling through partners by coaching the team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). You will raise escalations or alleviate blockers through collaboration with manager-level counterparts in cross-functional groups. Sales Excellence You will lead the team to identify and support new opportunities, bring impactful industry insights into customer engagements, and lead a virtual cross-organisational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. You will lay out customer satisfaction long-term strategies, guide team in whitespace analysis, and participate in regular strategic planning for assigned territory, review plans via ROB meetings, and align plans of team across departments. You will ensure teams meet targets and operational standards and maintain the health of metrics within the assigned territory while mentoring/coaching team on growing knowledge on sales or products and ensuring team completes training and obtains certifications as required. You will build and transform new markets; participate in planning; guide teams in identifying potential business in the assigned territory; oversee the end-to-end business across ANZ; complete required training and obtain relevant product and role certifications aligned to the role and workload/industry. You will lead your team to develop strategies through orchestration for driving and win the technical win and guide your team on communicating with customers to understand their business needs or facilitate customer interactions to assess needs. Technical Expertise You will coach the team on business and market knowledge and act as a thought leader to help the team connect Microsoft solutions to customer business impact. You will enable and empower team to develop technical expertise and act as a technical thought leader by sharing best practices. Influence for Impact: you will provide leadership and sponsorship; collaborate and approach challenges as opportunities, while also supporting teams, driving strategic changes, and fostering synergies between different parts of Microsoft. Ownership Mentality: you will be accountable for team engagement and performance, collaborating to drive change, assessing risk, delegating, and mastering complexity. You will be aware of the internal/external landscape and create healthy tension to drive change. Critical Thinking: you will seek diverse perspectives, understand market conditions, proactively plan for change, practice awareness when assessing risks, and utilize your understanding of broader business impact when making decisions. Customer Centric: you will develop and coach sales strategies that prioritise customer and partner's strategic goals, and foster partnerships for mutual benefit. This involves understanding unique needs, demonstrating the value of solutions, and providing ongoing support for sustained success. Culture (includes D&I): you will be seen as a culture builder and influence behaviours relating to communication, leadership styles, diversity and inclusion, and work/life balance. Thought Leadership: you will demonstrate deep management and industry understanding, articulating your insights through storytelling, and creating valuable content in various formats. You will be passionate about networking and collaboration and you will be globally recognised with broad reach. Executive Maturity: you will demonstrate sound behavior, action, and judgment in the workplace. You will manage your emotions and relationships during ambiguity, pressure, and uncertainty, representing an unbiased point of view, thinking and acting strategically and influencing others. You will be fluent and drive results. You will build trust, influence, and collaboration. Cross-Solution Transformation: you will amplify your and your team's impact by driving and embedding behavioural and cultural change across your team and other teams towards cross-platform solutions that align to customer outcomes.