Digital Solution Area Specialist - Security

Overview

Join the UK&I Security team at Microsoft and support customers on their security journey within a dynamic, fast-paced sales environment. We value curiosity, a willingness to embrace uncertainty, take calculated risks, and learn from experiences. Our Small Medium Enterprises and Channel (SME&C) division represents a global AI-driven sales force that connects with partners and is passionate about customer success. We unite various business teams to unlock substantial market opportunities, enhance technology adoption, and foster innovation.

As a Senior Security Sales Specialist, you will lead efforts to harness AI for customer leadership, execute solution sales strategies, sell cloud services tailored for managed customers, and boost AI and Digital transformation initiatives for our clients, partners, and Microsoft. Security remains a pivotal concern globally, and Microsoft Security Solutions is dedicated to protecting nations and individuals amid evolving cyber challenges. Join our expanding team to contribute to cybercrime prevention and explore unique opportunities for personal and professional growth.

Key Responsibilities

• Engage customers aligned with their industries, collaborate with account and partner teams to identify and qualify new sales opportunities, building a strong pipeline.
• Assess customers' business and technology readiness, map external stakeholders, develop strategies to accelerate deal closures, and coach team members on executing deal plans.
• Hunt new security sales prospects by understanding customer business priorities, governance, decision-making, and budgets, delivering compelling value propositions.
• Leverage Microsoft’s role orchestration model to collaborate across teams and maximize customer impact.
• Work with Global Partner Solutions to identify and engage new partners, create joint proposals, and enhance partner strategies.
• Initiate security discussions with business decision-makers, offer subject matter expertise, share best practices, and provide competitor insights to inform pursuit decisions.
• Lead internal and external events, mentor colleagues, and serve as a subject matter expert in security solution areas.
• Collaborate with internal 'compete' experts to analyze competitor products and implement effective competitive strategies.
• Collaborate on account planning, competing strategies, forecasting, and business analysis for high-potential customers.
• Demonstrate a commitment to continuous learning within the cybersecurity field.
• Drive projects collaboratively with partners and team members to deliver on related objectives and leverage relevant expertise.

Qualifications

• Proven expertise in technology sales or account management or a Bachelor's degree in Information Technology, Business Administration, or related disciplines with relevant sales/account experience.
• Experience in the cybersecurity industry, with a preference for familiarity with the Microsoft security portfolio.
• Track record of successfully selling complex, cloud-based solutions to small and medium enterprise customers.
• Competence in sales negotiation and a proactive, self-starting attitude towards goal achievement.
• Ability to conduct technical security conversations and product demonstrations.
• Strong understanding of the security market and comprehensive security solutions.
• Experience managing channel sales and collaborating with partner ecosystems.

Additional Information

The role offers up to 40% remote work flexibility. The typical annual base salary for this position ranges from €62,200 to €92,100 in Ireland and £66,900 to £98,500 in the United Kingdom, with eligibility for additional benefits and compensation. Microsoft is an equal-opportunity employer committed to diversity, equity, and inclusion. Reasonable accommodations are available during the application process for candidates who require them.