Digital Security Specialist

Microsoft•Dallas, TX

About The Position

This role is within the Small Medium Enterprises and Channel (SME&C) organization, which is a high-growth, AI-powered global sales team focused on customer success and partner collaboration. The team leverages AI and an extensive partner ecosystem to redefine how businesses adopt technology for growth and innovation. SME&C fosters a culture of innovation, opportunity, and inclusivity, aiming to be a digital-first environment where collaboration and continuous learning are key. The Digital Security Specialist will lead AI-driven customer engagement, execute solution sales strategies, and sell cloud services for managed customers. The role also supports AI and Digital transformation momentum for customers, partners, and Microsoft. Microsoft Security Solution is committed to global security in a complex cyber landscape, and this role contributes to fighting cybercrime by developing and winning strategic opportunities that deliver end-to-end security thought leadership and transformational customer outcomes. The specialist will build digital transformation security strategies with customers, collaborate across internal groups, lead consultative conversations, and orchestrate end-to-end security opportunities with internal stakeholders and partners for cross-selling and up-selling. This role offers opportunities for career growth, honing solution sales and collaboration skills, and deepening cloud and security expertise.

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.
3+ years of solution sales or consulting services sales experience.
Public Sector industry experience and understanding of the cybersecurity market.
Experience selling complex cloud and security solutions; Microsoft Security portfolio knowledge preferred.
Pipeline management, forecasting, territory planning, and execution discipline.
Relevant cloud/security certifications preferred SC 900, AZ 900, AI 900

Nice To Haves

Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.

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 other team members in deal plan execution, and implements close plans.
Discovers 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 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 practices and key competitor knowledge across solution areas to make recommendations on pursuit or withdrawal.
Leverages and shares competitor knowledge across solution areas as to inform decisions on pursuit or withdrawal.
Leads conversations and sets up events within Microsoft, mentors others and develops strategies for practice sharing, initiates conversations with prospective customers/partners at events, 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.
Showcases a learning mentality and demonstrates a willingness to invest in personal learning in the Cybersecurity arena.
Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.