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About the Role

As a Digital Security Specialist, you will harness the power of AI to achieve customer leadership by executing solution sales strategies and selling cloud services and platforms. You will enable AI and Digital transformation momentum for customers, partners, and Microsoft, contributing to a safer and more secure digital landscape.

Responsibilities

Engage in customer conversations aligned to their industry and collaborate with account and partner teams to drive and qualify new opportunities and build pipeline.
Identify customer business and technology readiness, build stakeholder maps, implement strategies to accelerate deal closing, and contribute input on strategies to drive and close prioritized opportunities.
Coach junior team members in deal plan execution and implement close plans.
Hunt new Security opportunities by identifying and engaging with key business contacts and partners.
Understand customers’ business and technology priorities, governance, decision and budget processes, and land the value proposition.
Apply role orchestration model and navigate the Microsoft organization to bring the best impact to the customer.
Collaborate with Global Partner Solutions (GPS), identify new partners, develop joint proposals with partners, and contribute to developing partner strategies.
Initiate Security discussions with business decision makers, share best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal.
Leverage and share competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
Lead conversations and set up events within Microsoft, mentor others, and develop strategies for best practice sharing.
Initiate conversations with prospective customers/partners at events, acting as a subject matter expert in one or more solution area(s).
Collaborate with internal 'compete' SMEs to analyze competitor products, solutions, and/or services and implement strategies.
Collaborate with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers.
Demonstrate a willingness to invest in personal learning in the Cybersecurity arena.
Drive the execution of projects, partner and collaborate with other teams on related deliverables, and leverage others in relevant work streams.

Requirements

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.
Must pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
Requires verification of U.S. citizenship due to citizenship-based legal restrictions.
Supports United States federal, state, and/or local United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law.
Citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance.

Skills

Cybersecurity industry experience.
Microsoft security portfolio knowledge.
Selling complex, cloud-based solutions to Enterprise customers.
Sales and negotiation experience.
Selling complex, cloud-based solutions to small and medium enterprise customers.
Self-starter able to work towards delivery of goals as best practices are being developed.
Drive technical security conversations and conduct product/solution demonstrations.
Solid understanding of security market and complete solutions.
Experience in managing channel sales.
Solution sales or consulting services sales experience.
Strategic thinking & execution.
Excellent communication skills.
Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
Highly driven person who consistently exceeds goals and expectations.
Ability to compete effectively against skilled and diverse competition.
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.
Growth Mindset: Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards.
Experience in competitive platforms.
AZ-900 Azure Fundamentals Certified or SC-900 Security &Compliance Fundaments Certified or prepared to attain SC-900 certification within 3 months.
Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies.
Competes to win new market share.

Location

U.S.

Work Type

Full-time

Experience Level

5+ years of technology-related sales or account management experience
6+ years of technology-related sales or account management experience
3+ years of solution sales or consulting services sales experience

Education Level

Bachelor's Degree in Information Technology, Business Administration, or related field

Salary/Compensations

USD $40.96 - $80.96 per hour (U.S. typical base pay range)
USD $60.96 - $86.11 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

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.
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.