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About the Role

We are leading a high-growth, AI-powered global sales team focused on customer success and leveraging our partner ecosystem to redefine technology adoption. As a Principal Security Specialist, you will lead Security strategy for the Sales Unit’s most strategic, complex, and high-risk customers, shaping cybersecurity thought leadership and driving executive engagement to deliver measurable business and risk outcomes.

Responsibilities

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.
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 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.
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.
Orchestrate account teams, engineering, partners, customer success, and leadership to accelerate outcomes.
Maintain operational rigor that accelerates secure deployment and measurable customer value.
Scale Microsoft Security reach and impact through the partner ecosystem.
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.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
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 OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience

Skills

Microsoft Security including Entra, Defender, Purview, Sentinel, and Agent365
Cybersecurity
AI
Digital transformation
Sales
Technical architecture
Risk management
Competitive analysis
Partner ecosystem management
Thought leadership

Location

U.S.

Work Type

Full-time

Experience Level

Principal
IC5

Education Level

Bachelor's Degree
Master's Degree

Salary/Compensations

USD $62.16 - $105.96 per hour (US)
USD $80.67 - $115.29 per hour (San Francisco Bay area and New York City metropolitan area)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

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.

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.