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. Following a year of incredible success, we are excited to be expanding our team with ambitious, diversified, and driven new talent, eager to make a difference in the fight against cybercrime. We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.
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.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
As a 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.
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. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your end-to-end security expertise. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.
To prepare for the role, you will be enrolled in the MCAPS Early-in-Profession (EiP) Program and undergo intensive onboarding and job shadowing in the first six months of the role. We believe those just beginning their journey bring a crucial perspective to advance our mission of empowering customers and partners through AI transformation. The MCAPS Early in Profession (EiP) program prepares the next generation of leaders to be the workforce of the future. A curated onboarding, skilling, community and career development journey promotes professional dexterity, so participants are prepared—and qualified — to quickly deliver customer and partner impact. This journey includes a strong emphasis on developing technical skills and product knowledge, ensuring that participants are equipped with the necessary competencies to meet the demands of their roles. A blend of AI and human-powered experiences in their first three years provide the skills and practice participants need to thrive in their careers and get farther, faster.
Responsibilities
Sales Excellence
Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
Collaborates with partners and resources and learns about customer business; supports senior team members to explore business and emerging opportunities.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience; shares feedback with account teams.
Completes required training and obtain relevant product and role certifications aligned to the role and workload/industry.
Sales Execution
Understands customer business needs through initial conversations; collaborates with internal teams, partners, and services to recommend solutions or products in an assigned area with direction/guidance.
Receives leads from Marketing, Account Teams, and/or partners, and converts leads into opportunities for the supported business; applies Microsoft's sales process (Microsoft Customer Engagement Methodology) to determine the quality of the opportunity and whether to proceed.
Articulates to customers how Microsoft's three-cloud platform can enable digital transformations across specific workloads and engages in discussions of digital transformation opportunities for those workloads, initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services.
Accelerates the closing of deals in collaboration with other team members by developing and executing close plans.
Supports team members on identifying and progressing opportunities to drive consumption with existing customers; can identify and articulate blockers to customers' consumption.
Scaling and Collaboration
Collaborate with internal stakeholders and partners to cross-sell, up-sell, and co-sell products, solutions, and services; understands the ecosystem of the partners in a solution area and the offers partners currently have in market.
Establishes relationships with internal stakeholders and partners, seeking out and considering their opinions; learns about the orchestration model within a solution area.
Technical Expertise
Participates in and contributes to internal technical community discussions and conversations.
Learns about direct competitors for the assigned products, solutions, and/or services; collaborates with the Digital Solution Engineers to execute strategies that position Microsoft favorably against competitors.
Qualifications
Required Qualifications (RQs)
- Bachelor's Degree in Information Technology, or related field AND 2+ years of technology-related sales or account management experience OR 3+ years of technology-related sales or account management experience.
- Specific Market language fluency as needed
- Business Relationship Management: The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.
- Consultative Selling: The ability to understand customer needs through dialogue before recommending products/services.
- Conflict Resolution: The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
Preferred Qualifications (PQs)
- Decision Making: The ability to make decisions in a fast-paced, rapidly changing environment. This includes the ability to define, diagnose, and determine an appropriate resolution, recommendation, or decision while considering alternatives and factors (e.g., resources, costs, trade-offs).
- Creativity: The ability to apply ingenuity, inventiveness, and imagination to the inclusive design and construction of a product, service, program, or initiative.
- Negotiation: The ability to achieve mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions.
- Microsoft Products: Knowledge of Microsoft products/services and the ability to participate in technical conversations related to products/services. Fundamental level credentials/certifications on Microsoft of competitive Cloud and/or AI Platforms.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.