About this role

Overview Do you enjoy working on a high-performing, fast-paced 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. As a Digital Security Specialist, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing solution sales strategies by leveraging various programs and offers. Additionally, you will be responsible for selling cloud services and platforms tailored for our managed customers. Furthermore, you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and Microsoft.Security has never been more top of mind for governments and businesses, and Microsoft Security Solution is committed to keeping nations and citizens secure in an increasingly complex cyber landscape. As the largest security company in the world, we are ideally placed to think outside the box to help our customers make the world a safer place. Following a year of incredible success, we are excited to be expanding our team with diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.In the 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. 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. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Responsibilities Sales Execution<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">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.</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">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 other team members in deal plan execution, and implements close plans.</li></ul> Business Value Selling<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Discover 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.</li></ul> Scaling and Collaboration<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Applies role orchestration model and navigates the Microsoft organization to bring the impact to the customer.</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.</li></ul> Technical Expertise<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">You will initiate Security discussions with business decision makers conversations, share practices and key competitor knowledge across solution areas to make recommendations on pursuit or withdrawal. Leverages and shares competitor knowledge across solution areas as to inform decisions on pursuit or withdrawal.</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Leads conversations and sets up events within Microsoft, mentors others and develops strategies for practice sharing, initiates conversations with prospective customers/partners at events, in one or more solution area(s).</li><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. </li></ul> Sales Excellence<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">You will collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers</li></ul> Showcase a learning mentality<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Demonstrate a willingness to invest in your personal learning in the Cybersecurity arena.</li></ul> Delivers Results Through Teamwork<ul style="margin-top:0.0in;margin-bottom:0.0in" type="disc"><li style="margin-top:0.0;margin-bottom:0.0;vertical-align:middle">Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.</li></ul> Qualifications <h3>Required/minimum qualifications</h3><ul><li>Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.</li></ul>Additional or preferred qualifications<ul><li>Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.</li><li>3+ years of solution sales or consulting services sales experience</li><li>Public Sector industry experience and understanding of the cybersecurity market.</li><li>Experience selling complex cloud and security solutions; Microsoft Security portfolio knowledge preferred. </li><li>Pipeline management, forecasting, territory planning, and execution discipline. </li><li>Relevant cloud/security certifications preferred SC 900, AZ 900, AI 900 </li></ul> Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/us/en/us-corporate-pay">https://careers.microsoft.com/us/en/us-corporate-pay</a> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> 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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>