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About the Role

As a Digital Enterprise Security Sales Specialist, you will empower customers through the Microsoft Cloud, drive strategic business priorities, sell cloud security solutions, and accelerate digital transformation. You will operate as a digital-first organization, leveraging strong sales skills and customer relationship abilities to achieve sales targets while collaborating across teams and embodying company culture priorities.

Responsibilities

Develop a fundamental understanding of customer business needs to initiate security-focused digital transformation conversations.
Work with account teams, partners, and services to track, qualify, and expand new opportunities.
Identify, propose, and articulate security solutions aligned with customer goals.
Support deal strategy and closure through structured orchestration across teams.
Research competitors and collaborate with Global Black Belts (GBBs) on competitive positioning.
Participate in rhythm-of-business (ROB) processes to plan and execute for assigned accounts and territory.
Conduct business analysis to identify high-potential customers and build targeted account lists.
Enhance enterprise security capabilities across identity, compliance, and AI-driven automation.
Advocate for a Zero Trust mindset and help organizations secure their environments.
Help customers understand how AI and automation can elevate their security posture.
Manage the end-to-end security business for assigned Majors Growth territory, including forecasting and territory planning.
Use customer insights and industry knowledge to explore emerging opportunities and support innovation.
Participate in ROB meetings for account planning.
Review feedback reports and coach others to improve customer/partner satisfaction.
Drive sales and delivery excellence through collaboration with account and pursuit teams.
Initiate security conversations with business decision makers; act as a subject matter expert on competitive insights.
Collaborate with partners and internal resources on compete plans, forecasting, and targeting high-potential customers.
Model Microsoft culture priorities: Diversity & Inclusivity, Wellbeing, Sustainability, Giving, and Learning.
Demonstrate continuous learning in cybersecurity.
Identify customer business needs and technical readiness; collaborate across teams to propose prioritized solutions.
Engage external stakeholders and implement strategies to accelerate and close security opportunities.
Hunt new opportunities by understanding customer business priorities, governance, and budget processes.
Build and execute close plans to ensure predictable deal closure.
Lead Level-200 customer conversations on digital transformation in the security solution area.
Map customer decision makers and influencers; participate in strategic communications with account teams.
Drive security solution consumption through demos, quotes, partner collaboration, and blocker removal.
Scale opportunities by collaborating with account teams, partners, and EPS (Enterprise Partner Solutions).
Apply Microsoft’s sales process (MSP) to assess and qualify opportunities.

Requirements

Bachelor’s degree in Information Technology, Business Administration, or related field AND 4+ years of cloud technology-related specialist sales/presales or deep account management experience OR 4+ years of technology-related sales or account management experience.
Demonstrated individual quota-carrying experience.

Skills

Cloud technology
Specialist sales
Presales
Account management
Technology sales
Security solution sales
Microsoft Cloud
Microsoft Security certifications

Location

Sydney

Work Type

Full-time

Experience Level

4+ years

Education Level

Bachelor's degree

About the Company

Microsoft’s mission is to empower every person and every organization on the planet to achieve more.
We work with a growth mindset, innovate to empower others, and build a culture of inclusion grounded in respect, integrity, and accountability.

Equal Opportunity

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.