Overview
Overview
Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!
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 Digital Security Specialist, you will have 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 junior team on strategies to drive and close prioritized opportunities. Collaborates with One Commercial Partner (OCP) and 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
Sales Excellence
Collaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
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.
Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.
Sales Execution
Collaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals; 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; creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.
Identifies customer business needs and technology readiness; contributes to the development of solutions in collaboration with internal teams, partners, and services; proposes prioritized solutions that align with customers' needs; articulates the business value of proposed solutions.
Proactively builds external stakeholders' mapping; collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Implements strategies to accelerate the closing of deals; contributes input on strategies to drive and close prioritized opportunities; coaches less experienced team members in deal plan execution; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell; identifies and supports on-boarding new partners by researching and discussing customer scenarios; provides feedback to OCP on partner gaps; develops joint proposals and consumption plans with partners; contributes to developing partner strategies to address gaps in partner capabilities.
Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.
Technical Expertise
Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication; proactively provides analysis of the competitive landscape in supported solution area; evaluates opportunities and makes recommendations on pursuit or withdrawal.
Embody our culture and values
Qualifications
Required/Minimum Qualifications
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.
Additional or preferred qualifications
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.
3+ years of solution sales or consulting services sales experience
Cybersecurity industry experience. Microsoft security portfolio knowledge preferred
Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
Proven sales and negotiation experience.
Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers.
Proven self-starter able to work towards delivery of goals as best practices are being developed
Able to drive technical security conversations and conduct product/solution demonstrations.
Solid understanding of security market and complete solutions
Experience in managing channel sales
Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.**