Digital Solution Area Specialist- Security

• Sales & Technical Leadership

• Demonstrate executive presence and deep cybersecurity expertise, connecting technology to business outcomes and risk.
• Serve as a trusted CISO/CIO advisor for strategic growth accounts, leading conversations on business risk, cyber resilience, regulation, and industry change.
• Align Microsoft Security and partner solutions to customer priorities such as Defend with AI, Security for AI, Secure Data, Unified SecOps, and Zero Trust.
• Lead Level 200+ technical and architectural conversations with confidence understanding AI and infrastructure.

• Sales Execution & Compete

• Own compete execution by deeply understanding competitors and leveraging customer compete concessions and programs to win.
• Assist with top-deal pursuits to grow SU market share and influence business and technical decisions; defend the SU base with proactive, competitive positioning to prevent at-risk churn.
• Lead virtual, cross-organizational teams on strategic projects and high-impact solution deployments that enable digital transformation.
• Document and share key competitive insights with the field to improve sales motions.
• Help the SU attain its security growth and revenue metrics.

• Field Multiplier & Coaching

• Create and share compete playbooks, executive talk tracks, and discovery guides; co-sell with Digital Solution Specialists (DSS) and partners to strengthen overall team capability.
• Provide real-time coaching during high-value engagements and deliver actionable post-engagement feedback to raise execution quality.
• Scale field capability through enablement on competitive scenarios and emerging security trends.
• Build mindshare through thought leadership and industry presence.

• Disciplined Operator & Orchestrator

• Orchestrate account teams, engineering, partners, customer success, and leadership to accelerate outcomes.
• Maintain operational rigor that accelerates secure deployment and measurable customer value.

• Scale Through Partners

• Scale Microsoft Security reach and impact through the partner ecosystem.

• Growth Mindset

• Bring impactful industry insights, market perspective, and threat intelligence into customer engagements.
• Demonstrate a commitment to continuous learning in cybersecurity and foster innovation within the team.

Are you a cybersecurity expert with deep knowledge of Microsoft Security including Entra, Defender, Purview, Sentinel, and Agent365, along with a broader foundation of industry technologies? Do you thrive on collaboration, tackling the most complex challenges, and earning the trust of customers? Are you endlessly curious - embracing uncertainty, taking smart risks, and learning quickly from every experience? If this sounds like you, we want you on our team!, Required/Minimum Qualifications (RQs/MQs) *

• 10+ years of technology-related sales or account management experience o OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 10+ years of technology-related sales or account management experience o Cybersecurity industry experience. Microsoft security portfolio knowledge preferred o Demonstrated experience selling complex, cloud-based solutions to medium enterprise customers. o Proven seller coaching and negotiation experience. o Demonstrated experience driving adoption across multiple stakeholders with varying agendas. o Solid understanding of security market and complete solutions, + 11+ years of technology-related sales or account management experience o OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience o OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience o 6+ years of solution or services sales experience. o 3+ year(s) of people management experience.

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships. o Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills. o High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition. o Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results. o Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development.

• Industry Certificates will be an added advantage.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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