Digital Solution Area Specialist

Overview

As a Digital Enterprise Security Sales Specialist, you will play a pivotal role in empowering customers through the unique value of the Microsoft Cloud. You’ll drive day‑to‑day execution of strategic business priorities, sell best‑in‑class cloud security solutions, and accelerate digital transformation for customers, partners, and Microsoft.

In Digital Sales, we operate as a globally led, digital‑first organization. Your strong sales skills, understanding of enterprise needs, and ability to build trusted customer relationships will help achieve sales targets. You’ll collaborate across teams while contributing to our Digital Enterprise Sales Culture priorities: Diversity & Inclusivity, Wellbeing, Sustainability, and Customer Obsession.

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.

Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Identifies, develops, proposes, and articulates solutions that align with customer needs. Contributes input and coaches team members on strategies to drive and close prioritized opportunities. Collaborates with partners to cross-sell, up-sell, and co-sell. Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners. Proactively provides analysis of the competitive landscape in supported solution area and decides to pursue or withdrawal. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for assigned accounts. Collaborates with internal teams and partners to conduct business analysis to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business of the assigned territory.

Responsibilities

Role Summary

• 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.

What You’ll Champion

• Passion for Security: Enhance enterprise security capabilities across identity, compliance, and AI‑driven automation.
• Safeguard Digital Ecosystems: Advocate for a Zero Trust mindset and help organizations secure their environments.
• AI‑Driven Security: Help customers understand how AI and automation can elevate their security posture.

Qualifications

Sales Excellence

• 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.

Additional Expectations:

• 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.

Sales Execution

• 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.

Required / Minimum

• Bachelor’s degree in Information Technology, Business Administration, or related field AND 5+ years of cloud technology‑related specialist sales/presales or deep account management experience
  OR 6+ years of technology‑related sales or account management experience.
• Demonstrated individual quota‑carrying experience.

Preferred

• Security solution sales experience.
• Microsoft Cloud or Security certifications.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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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.