Sr Digital Solution Area Specialist - Security

Overview 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. As a Security Specialist you will build digital transformation security strategies with customers, collaborating across different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your end-to-end security expertise. In the Digital Security Specialists team, we are looking for passionate, experienced and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership driving significant customer value and enabling transformational customer outcomes.

Responsibilities

• You will engage in conversations with customers aligned to their industry and collaborate with account and partner team to drive and qualify new opportunities and build pipeline.
• You will leverage digital selling including digital signals to drive customer interests and identify new stakeholders at the customer.
• You will identify 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.
• You will accelerate opportunities from the Lead stage to closing the opportunity successfully in a strong seller to seller alignment with our key security partners.
• You will apply role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.
• You will identify new partners, develop joint proposals with partners and contribute to developing partner strategies.
• You will leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
• You will lead conversations and set up events within Microsoft, mentors others and develop strategies for best practice sharing, initiate conversations with prospective customers/partners at events, act as a subject matter expert in one or more solution area(s).
• You will collaborate with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies and drive the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

Qualifications

• 10+ years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years technology-related sales or account management experience.
• Understanding of MITRE ATTACK Framework and well verse with XDR, SIEM and Data Security technology & Platform.
• Industry certifications.

Preferred Qualification

• Cybersecurity industry experience. Microsoft security portfolio knowledge preferred.
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
• Proven sales and negotiation experience.
• 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. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about

requesting accommodations.