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Job Description: 

Ingram Micro touches 80% of the technology you use every day with our focus on Technology Solutions, Cloud, and Commerce and Lifecycle Solutions. With $50 billion in revenue, we have become the world’s largest technology distributor with operations in 64 countries and more than 35,000 associates.

Position Summary:
The SureStep Sales Specialist for Security is responsible for driving the acquisition motion for new Microsoft Security customers with partners in the indirect ecosystems.

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 Securityvalue proposition to Partners and their customers to enable sales to new customers.

Function Scope:

• Define and work with a selection of approximately 15-20 Top Resellers who will drive Security in the SMB Segment in a scalable way by growing the marketing and sales capabilities of the selected Top Resellers.

• Work with the resellers to develop a lifecycle management practice, renewal motion and upsell conversations to drive programmatic upsell and grow new customer acquisition and premium mix for Security.

• 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 the selected resellers and local Microsoft Stakeholders. Monitor progress, provide feedback and implement corrective action if required.

• 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 cyber channel acquisition and activation to service SMB customers at scale.
• Identify active cyber resellers and leverage existing Threat Protection play assets/resources to target potential new customers.
• Identify Microsoft 365 E3+Mini-bundle or E5 upsell targets among the base of resellers.
• Identify GTM opportunity with MSSP player to activate channel to defend against threats.
• Reinforce security roadmap and certification (align with SMB Security Pathway)
• Articulate the role of investments, incentives and offers in accelerating sales.

Role Qualifications:

• 7+ years of core sales, channel 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.
• SC-900: Microsoft Security, Compliance, and Identity Fundamentals certification taken within 2 months of hire date.

*This is not a complete listing of the job duties. It’s a representation of the things you will be doing, and you may not perform all of these duties.