Be Part of Something Bigger

Microsoft Security Solutions Architect

Location: Remote - East Coast United States

Overview:

BlueVoyant is seeking a Microsoft Security Solutions Architect to join our dynamic pre-sales team, dedicated to our Microsoft Alliance. This role focuses on conducting Security Operations Diagnostics as part of our prescriptive pre-sales strategy, assisting clients in maximizing their Microsoft security investments and understanding the added value of BlueVoyant’s services. The position will also involve opportunities for post-sales follow-up and ongoing customer relationship management to support business expansion.

About BlueVoyant

At BlueVoyant, we recognize that effective cyber security requires active prevention and defense across both your organization and supply chain. Our proprietary data, analytics, and technology, coupled with deep expertise, works as a force multiplier to secure your full ecosystem. Accuracy! Actionability! Timeliness! Scalability!

Led by CEO, Jim Rosenthal, BlueVoyant’s highly skilled team includes former government cyber officials with extensive frontline experience in responding to advanced cyber threats on behalf of the National Security Agency, Federal Bureau of Investigation, Unit 8200, and GCHQ, together with private sector experts. BlueVoyant services utilize large real-time datasets with industry-leading analytics and technologies.

Founded in 2017 by Fortune 500 executives, including Executive Chairman, Tom Glocer, and former Government cyber officials, BlueVoyant is headquartered in New York City and has offices in Maryland, Tel Aviv, San Francisco, London, Budapest, and Latin America.

All employees must be authorized to work in the United States. BlueVoyant provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, BlueVoyant complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

• Perform deep-dive Security Solution Assessments for prospective clients to guide them in optimizing their Microsoft security tools utilization.
• Collaborate closely with Microsoft channel account managers to receive and convert warm leads through tailored pre-sales activities.
• Innovate and enhance assessment methodologies using tools like PowerBI and PowerApps and the rest of the Power platform, while also having the freedom to develop new tools and processes.
• Prepare and deliver insightful assessment read-outs with Microsoft representatives and shared customers during interactive sessions.
• Contribute to post-sales discussions and ongoing relationship management to ensure continued customer satisfaction and business growth.
• Work collaboratively with the team reporting into BlueVoyant’s Microsoft Center of Excellence and various teams to achieve pre-sales objectives.

Required Qualifications:

• Proficiency in English with excellent written and verbal communication skills.
• Proven experience as a Microsoft Security Solution Architect or in a similar role, such as Escalation Support Engineer.
• Strong familiarity with M365 office tools for developing customer reports and deliverables.
• Deep expertise in Microsoft Cloud Security technologies, including Microsoft Global Black Belt level experience with M365 Defenders, Defender for Cloud, Microsoft Sentinel, and Copilot for Security.

Preferred Qualifications:

• Experience with SIEM, Endpoint Protection, 3rd Party Risk, and Threat Intelligence solutions.
• Demonstrated ability in consultative roles, adept at activating and leveraging Microsoft security technologies.
• Excellent organizational and time-management skills, coupled with a robust interest in cybersecurity.

Why Join Us?

• Engage in a role that demands continuous innovation and adaptation, reflecting the dynamic nature of Microsoft and BlueVoyant technologies.
• Thrive in a collaborative, fast-paced, product-driven environment recognized as Microsoft's 2024 Worldwide Security Partner of the Year.
• Opportunities for professional development, including training and certifications to keep abreast of the latest in Microsoft security solutions.

Disclaimer: Please note that pursuant to contractual requirements and applicable law, in order for employees to perform work on some of the company’s federal contracts, U.S. citizenship is required. Accordingly, an employee’s ability to perform work on such contracts is contingent upon the company’s verification of the employee’s citizenship status. Furthermore, individuals may be subject to additional background checks and fingerprinting.

BlueVoyant Candidate Privacy Notice

To understand how we secure and manage your personal data upon submitting a job application, please see our Candidate Privacy Notice, which can be found here - Candidate Privacy Notice

By making evidence the heart of security, we help customers stay ahead of ever-changing cyber-attacks.

Corelight is a cybersecurity company that transforms network and cloud activity into evidence. Evidence that elite defenders use to proactively hunt for threats, accelerate response to cyber incidents, gain complete network visibility and create powerful analytics using machine-learning and behavioral analysis tools. Easily deployed, and available in traditional and SaaS-based formats, Corelight is the fastest-growing Network Detection and Response (NDR) platform in the industry. And we are the only NDR platform that leverages the power of Open Source projects in addition to our own technology to deliver Intrusion Detection (IDS), Network Security Monitoring (NSM), and Smart PCAP solutions. We sell to some of the most sensitive, mission critical large enterprises and government agencies in the world.

We are proud of our culture and values - driving diversity of background and thought, low-ego results, applied curiosity and tireless service to our customers and community. Corelight is committed to a geographically dispersed yet connected employee base with employees working from home and office locations around the world. Fueled by an accelerating revenue stream, and investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight - we are rapidly expanding our team.

Check us out at www.corelight.com

• Develop and execute a global distribution and reseller channel strategy and Global channel partners program aligned with the company's overall sales and business objectives, including the go-to-market and detailed plan for this channel.
• Together with Segment Vice presidents and Sales leaders, define the long-term revenue ambitions and lead the business planning for the Reseller Channel, including short and long-term targets per geography.
• Contribute to the preparation of the Global 2000, SLED, and Enterprise Segment strategy and lead the definition of the sales part of the strategy, including sales ambition.
• Oversee implementation of Global channel partner sales strategy and execution of processes connected to recruitment, onboarding, and management of the distribution and reseller channel partners, according to the partner's program.
• Led the global distribution and resellers channel sales teams to forecast revenue, track performance metrics, and ensure effective communication and collaboration between other sales teams and the reseller channel.
• Led selected Sales Programs/Projects, including the Global channel partners program to support the Sales Strategy and Plans for the Channel.
• Actively support the selling process via training and coaching of sales teams, co-selling partner visits, partner profiling, and enabling.
• Actively support channel execution teams responsible for Strategic and Emerging market groups.
• Establish and maintain strong relationships with key distribution and reseller partners.
• Oversee that ongoing support, guidance, and resources are provided to channel partners to help them achieve their sales targets and maximize customer satisfaction.
• Define and align with other Channels promotions for the Distribution and Reseller Channel, and monitor its performance to support the segment KPIs and Goals.
• Define Sales Messaging, objection handling and general sales approach for the Channel.
• Formulate, prioritize and keep up to date reseller enablement programs, including training, marketing collateral, and sales tools, to ensure partners are well-equipped to sell and support our software solutions. Review final produced content.
• Collaborate as requestor with the marketing team to develop joint marketing initiatives and campaigns to recruit new channel partners, generate demand and promote the company's products through the reseller channel. Review the result.
• Gather Internal and External Insights, monitoring market trends, competitor activities, and partner feedback to identify new growth opportunities and adjust the channel strategy accordingly.
• Provide regular reports and updates to senior management on the status of the reseller channel, including key metrics, challenges, and opportunities, as well as updates to the Sales Strategy for the Channel, Go-to-market strategies and other relevant information to all Stakeholders.
• Exchange best practices and evolve them into standardized concepts.

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Notice of Pay Transparency:

The compensation for this position may vary depending on factors such as your location, skills and experience. Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus. Equity and additional benefits will also be awarded.

Compensation Range:

$350,000 — $400,000 USD

Cribl does differently.

What does that mean? It means we are a serious company that doesn’t take itself too seriously; and we’re looking for people who love to get stuff done, and laugh a bit along the way. We’re growing rapidly - looking for collaborative, curious, and motivated team members who are passionate about putting customers first. As a remote-first company we believe in empowering our employees to do their best work, wherever they are.

As the data engine for IT and Security many of the biggest names in the most demanding industries trust Cribl to solve their most pressing data needs. Ready to do the best work of your career? Join the herd and unlock your opportunity.

• Qualify, follow up, educate and develop a substantial volume of inbound and outbound leads to progress prospects further into Cribl’s sales process
• Efficiently respond and qualify inbound marketing leads according to set SLAs
• Generate sales-ready meetings and opportunities for sales executives using Cribl’s qualification criteria
• Research target new accounts, identify key personas, add contacts, emails and generate interest through cold discovery calls and email campaigns
• Leverage taught sales techniques to maximize customer interactions enough to provide high level introduction
• Use of strong selling and influencing skills to understand and uncover customer needs and business challenges to effectively pitch how Cribl solves them
• Log, track, and maintain Salesforce consistently according to Cribl’s lead to opportunity flow process
• Accurately distribute leads/meetings through discovery to assigned sales executives
• Consistently achieve meeting quota to ensure territory revenue and growth objectives are met
• Work closely with Sales Directors and attend customer meetings as required
• Attend sales meetings, training, and local trade shows to keep current with technology
• Work directly with marketing to drive continuous improvement in lead quality conversion rates and pipeline generation

Required Qualifications

• Minimum of 1-3 years of previous prospecting experience
• Familiarity with systems. Specifically Salesforce, Outreach.io, and ZoomInfo and other prospecting tools
• Excellent written/verbal communication skills
• Strong business and tech acumen
• Highly motivated, driven and self-starting individual
• Ability to work in a fast paced, team environment
• Ability to understand customer needs and meet that need with a successful product sale
• Excellent time management/organizational skills

Preferred Qualifications

• Prior lead generation or sales prospecting experience and a college degree will enhance your consideration for this role

Base Salary Range: $56,000-$63,000

The salary for this role is dependent on geographic location. The salary offered will be based on the individual candidate’s job-related knowledge, skills, and experience. In addition to a competitive salary, Cribl also offers a generous benefits package which includes health, dental, vision, short-term disability, and life insurance, paid holidays and paid time off, a fertility treatment benefit, 401(k), and equity. The total compensation offered for this position includes a commission/incentive plan.

Bring Your Whole Self

Diversity drives innovation, enables better decisions to support our customers, and inspires change for the better. We’re building a culture where differences are valued and welcomed, and we work together to bring out the best in each other. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying.

Interested in joining the Cribl herd? Learn more about the smartest, funniest, most passionate goats you’ll ever meet at cribl.io/about-us.