Senior Manager Sales - Abu Dhabi, United Arab Emirates - Core42

Description

Overview

The Opportunity

Core42 is looking for a Senior Manager Sales for Azure Cybersecurity

Core42 is the UAE's national-scale enabler for cloud and generative AI, combining G42 Group's expertise across multiple technology disciplines into a single platform for public sector and large enterprise transformations. Building on our capabilities as sovereign cloud and HPC specialist, we bring generative AI, cybersecurity, professional and managed services expertise to enable national-scale program deployments across industries.

• Business Development: Identifying, developing, pursuing new business, and closing sales opportunities related to Azure Cybersecurity. This involves understanding customer needs and positioning an optimal solution and associated digital services. Performing market research, networking, and developing strategies to attract new clients or enter new markets with Azure Cybersecurity GTM offerings. Assist and contribute towards Core42's ability to increase the customer base using Microsoft and 3 rd party vendor products for Azure Cybersecurity.
• Partnership Management: Work with the partner management team to establish and maintain strategic partnerships with other companies and organizations. This involves managing relationships with partners, co-developing marketing strategies, and aligning efforts to promote Azure Cybersecurity solutions and the associated digital services.
• Technical Expertise and Consultation: Possessing a deep understanding of Azure Cybersecurity offerings, including cybersecurity operations (security incident and event management (SIEM), Security Orchestration and Automation Response (SOAR), Security Incident Response (SIR), Security Incident Management (SIM), Managed Detection and Response (MDR), Network Detection and Response (NDR), End-Point Detection and Response (EDR), Vulnerability Response Management (VRM), Penetration Testing, Threat Hunting, Security Operations Center (SOC), Application Security, Infrastructure Security, End-Point Security (Host Security, Mobile Security, End-Point Authentication) solutions and services. Stay informed about the latest technologies and updates. Provides technical guidance to customers, helping them understand how Azure Cybersecurity can meet their specific requirements for cloud computing.
• Digital Services Support: Advocate and sell professional services (like consulting, migration, and optimization services) and managed services (like ongoing management and operation of cloud environments). This involves understanding these services in-depth and communicating their value to clients. Work with the digital services and delivery teams to support and contribute towards in developing the Azure Cybersecurity digital services offerings.
• Client Engagement: Actively engage with potential and existing clients to understand their business needs and challenges. Identify how Azure Cybersecurity solutions can provide value-added services. Engaging with customers, particularly at the executive level, to understand their business challenges and objectives. The specialist builds and maintains relationships, positioning themselves as a trusted advisor for Azure Cybersecurity solutions.
• Solution Design and Customization: Tailoring Azure Cybersecurity solutions to fit customer needs. This involves working with technical and non-technical stakeholders to design and propose solutions that align with the customer's business goals and IT strategy. This may include collaborating across solution domains like Business Apps, Digital and App Innovation, Modern Work, Data and Analytics (AI), and Security/Cybersecurity GTM offerings.
• Solution Development: Work with pre-sales solution architects and post-sales technical delivery architects to develop and propose customized Azure Cybersecurity solutions that align with client requirements, utilizing the appropriate digital services. Assist and contribute towards Core42's ability to grow the deployment of our partner Modern Work s GTM services.
• Driving Cloud Adoption: Encouraging the use of Azure Cybersecurity digital services and helping customers navigate their journey to the cloud, which includes migration and modernization of their existing IT landscape.
• Sales Strategy and Execution: Develop and implement sales strategies to promote Azure Cybersecurity solutions and supporting digital services. This includes setting sales goals, identifying key markets, and creating plans to achieve sales targets.
• Proposal Preparation and Presentation: Work with pre-sales solution architects to prepare detailed proposals and present them to clients, effectively communicating the benefits and technical aspects of Azure Cybersecurity solutions.
• Collaboration with Technical Teams: Working closely with other sales, technical (pre-sales (solution architecture) and post-sales (technical delivery)), and marketing teams within Core42 to develop comprehensive sales strategies and deliver cohesive Azure Cybersecurity GTM offerings to customers.
• Negotiating and Closing Deals: Lead Azure Cybersecurity negotiations with clients and focus on closing sales deals while ensuring that the terms are beneficial for both the client and Core42.
• Achieving Sales Targets: Meeting or exceeding defined sales goals, including partner and Core42 consumption and adoption targets.
• Customer Education and Advocacy: Providing insights and knowledge to customers about the benefits and capabilities of Azure Cybersecurity offerings, together how these can support their digital transformation initiatives.
• Market Analysis and Trends: Keeping abreast of market trends and competitor activities in Azure Cybersecurity and using this information to inform sales strategies and approach.
• Feedback Loop and Product Improvement: Collect customer feedback and collaborate with product engineering teams to improve Azure Cybersecurity GTM offerings, providing insights for potential product enhancements if applicable.
• Compliance and Security Expertise: Understand and provide support on compliance and security standards relevant to Azure Cybersecurity offerings. This includes understanding how Cloud for Sovereignty controls and features can enable public sector customers to build and digitally transform workloads for Microsoft Azure Cybersecurity, while meeting their compliance, security, and policy requirements, without compromising on the performance, innovation, security, or scale of Azure Cloud.
• Post-Sale Relationship Management: Maintain relationships with clients after the Azure Cybersecurity sale to ensure satisfaction, address any issues, and explore opportunities for upselling or additional digital services. Assist and contribute towards Core42's ability to enable growth in the use of partner Azure Cybersecurity products or in the expansion of partner services and workloads utilized by our customers.
• Continuous Learning and Certification: Keep skills and knowledge current through ongoing training and certifications in Azure Cybersecurity. Assist and contribute towards Core42's skills and capabilities to achieve the eligible certifications for Azure Cybersecurity partner offerings like Microsoft.
• Reporting and Analytics: Use sales data and analytics tools to assess performance, inform decision-making, and report to senior management regarding Azure Cybersecurity commercial business.
  
  

Responsibilities

Key Role and Responsibilities:

• Customer Engagement (40%): Spend significant time with customers to develop new Microsoft Azure Cyber Security solutions aligned with technical and business strategies. Work collaboratively with partners and Microsoft teams, utilizing core tools and account lists to identify and engage prioritized customers.
• Technical Leadership (40%): Act as a key technical leader with profound knowledge, influencing customer decisions for Microsoft Azure Cyber Security solutions. Tailor messaging to guide customers on cost-saving benefits, technical discussions, and align appropriate solutions, programs, and resources. Lead technical demonstrations to showcase Microsoft Azure Cyber Security solutions in relation to customers' objectives.
• Market Strategy Contribution (20%): Influence Core Go-to-market strategies by providing feedback on product requirements and sales barriers. Share knowledge and drive initiatives that have a significant business impact.
  
  

Additionally, You Will Be Responsible For

• Sales Execution: Lead solution sales efforts, including Cloud and associated Digital Services. Engage with customers to introduce digital transformation solutions, working closely with account and industry teams on complex sales pursuits.
• Client Relationships: Develop and nurture relationships within the C-Suite of enterprise accounts, identifying and growing new relationships and opportunities.
• Sales Cycle Management: Lead sales cycles from initiation to completion for customized modernization and transformation programs. Meet or exceed annual targets for Microsoft Azure Cyber Security Offerings.
• Cross-Functional Collaboration: Engage with pre-sales support and client relationship teams to drive a pipeline of qualified leads and execute standard sales processes through closure.
  
  

Qualifications

Minimum Qualifications:

• Education: Bachelor's degree in computer science, Information Technology, or related field. Equivalent work experience considered.
• Experience: Minimum 10+ years in business development or sales, with 3-6+ years in technology-related sales or business development, preferably in cloud computing.
• Skills: Strong sales track record, solution selling, excellent communication, technical knowledge, customer relationship management, problem-solving, analytical, and adaptability and learning, teamwork and collaboration, time management and organization, persistence and resilience, negotiation, and interpersonal skills. Leadership skills to guide and mentor less experienced personnel.
• Technical Expertise: Expert knowledge in Microsoft Azure Security technologies like Application Gateway, Azure Active Directory Domain Services, Microsoft Defender for Cloud, Defender External Attack Surface Management, Azure Bastion, Azure DDoS Protection, Azure Dedication HSM, Azure Firewall, Azure Firewall Manager, Azure Front Door, Azure Information Protection, Microsoft Sentinel, Key Vault, Azure Confidential Ledger, VPN Gateway, Web Application Firewall, Microsoft Azure Attestation, Azure Confidential Compute. Ability to analyze business requirements and create technical solutions.
• Certifications: Microsoft Certified: Cybersecurity Architect Expert, Microsoft Certified: Information Protection and Compliance Administrator Associate, Microsoft Certified: Windows Server Hybrid Administrator Associate, Certified Information Systems Security Professional (CISSP), GIAC Security Essentials Certification (GSEC), Certified Ethical Hacker (CEH), Logical Operations CyberSec First Responder (CFR-410).
  
  

Additional Or Preferred Qualifications

• Education: Master's degree in computer science.
• Certifications: TOGAF Certified, ITIL Foundations Certified, Certified Information Security Manager (CISM), Certified Information Systems Auditor (CISA), AWS Certified – Cloud Practitioner, Google Certified – Cloud Digital Leader (nice to have) and CompTIA Cloud+
• Proven experience in technology-related sales or account management.
• Experience with Azure Pricing Calculator, Azure ROI Tool, and Azure TCO Tool.
• Experience with Azure Sovereign Public Cloud is a plus.
• Knowledge of Azure Infrastructure solutions, including IaaS and PaaS environments.
• Knowledge of Cybersecurity solutions like (SSO, PAM, IAM, ILM, CASB, DAG, APT, APM, DLP, Data Encryption etc)
• Knowledge of AWS and Google Cybersecurity solutions will be a plus
• Experience leading large cloud engagements, particularly in infrastructure migration and application modernization.
  
  

What We Look For

If you are a performance-driven, inquisitive mind with the agility to adapt to ambiguity, you will fit right in. You should be eager to explore opportunities to build meaningful collaborations with stakeholders and aspire to create unique customer-centric solutions. Bias for action and a passion to conquer new frontiers in the AI space is at the heart of the Core42 community.

What Working At Core42 Offers

Culture: An open, diverse and inclusive environment with a global vision that encourages personal growth and focuses on ground-breaking, industry-first innovations.

Career: Outstanding learning, development & growth opportunities via structured training programs and innovative, high-tech projects.

Work-Life: A hybrid work policy to strike the perfect balance between office and home.

Rewards: A competitive remuneration package with a host of perks including healthcare, education support, leave benefits and more.

If you can confidently demonstrate that you meet the criteria above, please contact us as soon as possible.