Digital Solution Area Specialist - Security

Do you enjoy working on a high-performing, fast-paced technical sales team?  Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!  

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

Responsibilities

• Sales Execution- Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
• Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.
• Business Value Selling: Hunt new Security opportunities by identifying and engaging with key business contacts, partners, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition.
• Scaling and Collaboration- Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Technical Expertise- You will initiate Security discussions with business decision makers conversations, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal. Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
• Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
• Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. 
• Sales Excellence: You will collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers
• Showcase a learning mentality: Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena.
• Delivery Results Through Teamwork
• Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.
  
  

Qualifications

• 8+ years of technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.
• Cybersecurity industry experience. Microsoft security portfolio, Palo Alto, Forcepoint, Crowdstrike knowledge preferred
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
• Proven sales and negotiation experience.
• Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers.
• Proven self-starter able to work towards delivery of goals as best practices are being developed
• Able to drive technical security conversations and conduct product/solution demonstrations.
• Solid understanding of security market and complete solutions
• Experience in managing channel sales
  
  

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.