Digital Solution Area Specialists - Cybersecurity

About the Role

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.

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.

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.

Responsibilities

• 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
• 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 junior team members in deal plan execution, and implements close plans
• Hunt 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
• Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer
• Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies
• Initiates Security discussions with business decision makers, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to make recommendations on pursuit or withdrawal
• Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s)
• Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies
• Collaborates with partners and resources to plan for accounts, do compete plans, forecasting, and business analysis to pursue high-potential customers
• Demonstrates a willingness to invest in your personal learning in the Cybersecurity arena