Business Development Manager - Microsoft Security

SoftwareONE; City Of London; On-site; GBP 50,000 - 70,000; Full time

Job summary

A leading technology service provider in the UK is seeking a Presales Security expert to collaborate with the sales team and manage customer engagements. The ideal candidate will have experience in Security sales and strong communication skills. Responsibilities include developing technical solutions and establishing relationships with various stakeholders. This role demands a proactive and organized individual who can thrive in a fast-paced environment.

Qualifications

• Experience in Security sales/presales required.
• Ability to engage with C-level personnel.
• Proficient knowledge in SoftwareOne services and solutions.

Responsibilities

• Establish and maintain relationships with customers.
• Analyze business requirements for technical solution proposals.
• Develop overall solutions and prepare cost estimates.

Skills

Strong presentation skills

Communication skills

Multitasking

Time management

Problem solving

Tools

CRM tools

Microsoft 365 Security Solutions

Word

Excel

Outlook

MS Teams

Job description

Overview

SoftwareOne is in the middle of a transformation journey, positioning itself as a fast-growing global platform, solution, and technology service provider. We offer a full suite of solutions to help organizations transform their technology landscape and optimize technology investments in a software-defined, cloud-first world. With a legacy of serving >65,000 customers globally, our growth continues.

The role

A Presales solutioning expert against customer problems/business needs. As a Presales Security, you will act as the key technical contact/presales overlay for the field sales team. You will demonstrate Microsoft Security technologies, perform quick feasibility assessments, scope technical and security design, and develop proposals to meet customer needs. You will illuminate the road to optimal security posture by leading whiteboard sessions and customer presentations. You should have exceptional presentation, written, and verbal skills and be a subject matter expert in the Microsoft Security Services portfolio. You will collaborate with the Business Development Manager (BDM) to help new and existing customers and land opportunities for defined Security portfolio elements.

Responsibilities:

• Establish relationships with new and existing customers and secure new business in the assigned portfolio element(s).
• Engage with stakeholders from IT to C-level.
• Partner and co-own sales activities at a customer level with the field-based account manager (BDM).
• Performance and success are measured by gross profit (GP) performance of the region and individual accounts.
• Analyze and gather business requirements from large and complex client environments to identify and create thorough, accurate technical solution proposals based on client requirements.
• Partner with BDMs and local sales leadership to drive net new business opportunities within the existing regional account base and support customer acquisition activities as assigned.
• Provide support in proposals and RFP responses in an extensive, formal, and timely manner.
• Prepare cost estimates for professional services and managed services (deployment, implementation, workshops, managed services, etc.) by studying blueprints, plans, and related customer documents; consult with engineers, architects, practice leads, and other professionals (internal and external).
• Develop overall solutions including high-level design (e.g., whiteboarding), statements of work (SOW), service design, and bills of materials (BOM).
• Input information into CRM tools.
• Review customer requirements and recommend options and solutions that meet business goals and directives.
• Contribute to account business plan development.
• Develop relationships and act as liaison to local partners (VARs, publishers, distribution, etc.) to ensure resources are utilized.
• Act as a technical evangelist for marketing activities, including speaking/presenter engagements at conferences, user groups, webinars, etc.
• Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.
• Represent SoftwareOne in the market with a high standing reputation.
• Maintain and report on regional service delivery, sales pipeline, and project status.
• Maintain and acquire advanced technical certifications in the assigned area and keep knowledge up to date through educational activities and professional networks.
• Maintain a detailed level of knowledge on the assigned portfolio elements to enable meaningful conversations with customers and prospects.
• Construct service contracts and associated commercials/cost models based on scope and customer outcomes.

What we need to see from you

• Strong presentation, communication, organization, multitasking, and time management skills.
• Ability to position multiple offerings from the Digital Workplace portfolio as a combined solution to customer business problems.
• Experience and/or ability to sell Managed Services; cross-sell and up-sell add-ons within tiered options.
• Solid problem solving and consultative skills.
• Ability to conduct meetings with engineering-, management-, or executive-level customer personnel.
• Maintain and acquire sales- and technical certifications; ongoing learning through workshops, publications, networks, and professional societies.
• Maintain and report on regional sales pipeline and project status.
• Proficient knowledge in SoftwareOne services, solutions, and products.
• Experience in Security sales/presales; Microsoft 365 Security Solutions knowledge (other vendors’ solutions are a plus).
• Working knowledge of general principles of security industry standards (e.g., ISO, NIS2).
• Ability to articulate the financial value and impact of the solution on customer goals.
• Excellent computer skills (Word, Excel, Outlook, MS Teams, etc.).
• Entrepreneurial mindset; willingness to challenge and evolve our portfolio and services.
• Ability to manage multiple field sales resources and engagements; work within tight timeframes.
• Open-minded, eager to learn and share; flexible thinker; motivated, approachable, and positive team influence.

Job Function

Sales

• Strong presentation, communication, organization, multitasking, and time management skills.
• Ability to position multiple offerings from the Digital Workplace portfolio as a combined solution to customer business problems.
• Experience and/or ability to sell Managed Services; cross-sell and up-sell add-ons within tiered options.
• Solid problem solving and consultative skills.
• Ability to conduct meetings with engineering-, management-, or executive-level customer personnel.
• Maintain and acquire sales- and technical certifications; ongoing learning through workshops, publications, networks, and professional societies.
• Maintain and report on regional sales pipeline and project status.
• Proficient knowledge in SoftwareOne services, solutions, and products.
• Experience in Security sales/presales; Microsoft 365 Security Solutions knowledge; understanding of ISO/NIS2 standards.

Note: This description preserves the core responsibilities and qualifications for the Presales Security role at SoftwareOne and aligns with the original content without adding new facts.