Digital Solution Area Specialist Security

About the Role

Microsoft is seeking a Digital Solution Area Specialist, Security to join the Small Medium Enterprises and Channel (SME&C) team. This full-time role focuses on leveraging AI to achieve customer leadership and execute solution sales strategies. The specialist will be instrumental in selling cloud services and platforms to managed customers and enabling AI and digital transformation for customers, partners, and Microsoft.

Role Context and Impact

The SME&C organization leads a high-growth, AI-powered global sales team focused on partner connections and customer success. By integrating Small Medium Business, Corporate, Strategy, and Partner teams, it aims to unlock significant customer opportunities. As a Digital Security Specialist, you will contribute to Microsoft's commitment to securing nations and citizens in a complex cyber landscape, working within the world's largest security company to develop and win strategic opportunities that deliver end-to-end security thought leadership and customer value.

Key Responsibilities

• Engage with customers aligned to their industry, collaborating with account and partner teams to drive and qualify new opportunities and build pipeline.
• Identify customer business and technology readiness, build external stakeholder mapping, implement strategies to accelerate deal closures, and contribute to closing prioritized opportunities.
• Hunt for new Security opportunities by engaging key business contacts and partners, understanding customer priorities, and presenting value propositions.
• Apply the role orchestration model and navigate the Microsoft organization to deliver lasting customer impact.
• Collaborate with Global Partner Solutions (GPS), identify new partners, develop joint proposals, and contribute to partner strategies.
• Initiate Security discussions with business decision-makers, share leading practices and competitor knowledge, and act as a subject matter specialist for recommendations on pursuit or withdrawal.
• Lead conversations, mentor others, develop strategies for leading practice sharing, and initiate discussions with prospective customers/partners at events.
• Collaborate with internal 'compete' SMEs to analyze competitor products and implement strategies.
• Collaborate with partners and resources for account planning, compete plans, forecasting, and business analysis to pursue high-potential customers.
• Demonstrate a learning mentality and invest in personal development within the Cybersecurity arena.
• Deliver results through teamwork and drive project execution, partnering with other teams on related deliverables.

Qualifications and Requirements

• Proven track record in technology or cloud solution sales, account management, or business development, with progressively increasing responsibility.
• Experience managing customer or partner relationships end-to-end, from opportunity identification through close and adoption.
• Ability to articulate how cloud and cybersecurity solutions address customer business and technical priorities.
• Demonstrated ability to manage a pipeline, forecast accurately, and deliver results against defined goals.
• Extensive experience leading strategic or enterprise accounts, including collaborating with mid- to senior-level executives.
• Experience driving digital transformation or cloud adoption programs in commercial or public sector organizations.
• Background in working with channel partners or alliances to plan and execute joint sales motions.
• Effective communication and collaboration skills, with a history of building trust-based relationships across customers, partners, and internal teams.
• Relevant certifications in cloud platforms, cybersecurity, or sales methodologies are beneficial.

Work Environment and Culture

This role operates within a fast-paced, digital-first environment at Microsoft, where collaboration, connection, and continuous learning are central to the team's operations. Microsoft's mission is to empower every person and organization to achieve more, fostering a culture of inclusion, respect, integrity, and accountability.

Application Information

Join the team to contribute to the fight against cybercrime and discover opportunities for professional growth and learning. Microsoft encourages motivated, diversified, and driven talent to apply.