Overview
Are you a cybersecurity expert with deep knowledge of Microsoft Security including Entra, Defender, Purview, Sentinel, and Agent365, along with a broader foundation of industry technologies? Do you thrive on collaboration, tackling the most complex challenges, and earning the trust of customers? Are you endlessly curious — embracing uncertainty, taking smart risks, and learning quickly from every experience? If this sounds like you, we want you on our team!
We are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success to unlock the largest opportunity, backed by the industry’s most significant investments. Leveraging 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.
As a Principal Security Specialist, you will set and drive Principal-level security strategy across the Sales Unit’s highest-priority, highest-risk, and most complex security customers, shaping cybersecurity thought leadership with our most strategic SME&C customers and partners while establishing a resilient security foundation for AI and digital transformation across organizations of all types. You will drive executive engagement and high-value outcomes with CISOs across the region. We are looking for a senior, dynamic sales‑and‑technical individual with executive presence: equally comfortable going deep on cybersecurity architecture and controls, tying technology to business outcomes and risk, leading C-level “CISO room of the house” conversations, and winning the toughest pursuits while earning credibility with even the most skeptical stakeholders.
As the best of the best in our Digital Solution Specialist team, you must thrive in dynamic, sometimes ambiguous environments — learning fast, collaborating across teams, rebuilding trust with customers, and leading decisive defensive positioning when competitors threaten established Microsoft relationships. As a field multiplier and coach, you transfer sales plays, talk tracks, and judgment that elevate peers’ capability and confidence, accelerating deals and strengthening customer trust across the Sales Unit.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
**Sales & Technical Leadership **
Demonstrate executive presence and deep cybersecurity expertise, connecting technology to business outcomes and risk.
Serve as a trusted CISO/CIO advisor for strategic growth accounts, leading conversations on business risk, cyber resilience, regulation, and industry change.
Align Microsoft Security and partner solutions to customer priorities such as Agentic SOC, Secure AI, Secure Data, Unified SecOps, and Zero Trust.
Lead Level 200+ technical and architectural conversations with confidence and use Microsoft AI and Copilot credibly to boost productivity and demonstrate innovation with customers.
**Sales Execution & Compete **
Own compete execution by deeply understanding competitors and leveraging customer compete concessions and programs to win.
Assist with top-deal pursuits to grow SU market share and influence business and technical decisions; defend the SU base with proactive, competitive positioning to prevent at-risk churn.
Lead virtual, cross-organizational teams on strategic projects and high-impact solution deployments that enable digital transformation.
Document and share key competitive insights with the field to improve sales motions.
Help the SU attain its security growth and revenue metrics.
**Field Multiplier & Coaching **
Create and share compete playbooks, executive talk tracks, and discovery guides; co-sell with Digital Solution Specialists (DSS) and partners to strengthen overall team capability.
Provide real-time coaching during high-value engagements and deliver actionable post-engagement feedback to raise execution quality.
Scale field capability through enablement on competitive scenarios and emerging security trends.
Build mindshare through thought leadership and industry presence.
**Disciplined Operator & Orchestrator **
Orchestrate account teams, engineering, partners, customer success, and leadership to accelerate outcomes.
Maintain operational rigor that accelerates secure deployment and measurable customer value.
**Scale Through Partners **
- Scale Microsoft Security reach and impact through the partner ecosystem.
**Growth Mindset **
Bring impactful industry insights, market perspective, and threat intelligence into customer engagements.
Demonstrate a commitment to continuous learning in cybersecurity and foster innovation within the team.
Qualifications
Minimum Required Qualifications
9+ years of technology-related sales or account management experience
OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience
Cybersecurity industry experience. Microsoft security portfolio knowledge preferred
Demonstrated experience selling complex, cloud-based solutions to medium enterprise customers.
Proven seller coaching and negotiation experience.
Demonstrated experience driving adoption across multiple stakeholders with varying agendas.
Solid understanding of security market and complete solutions
**Additional or Preferred Qualifications: **
11+ years of technology-related sales or account management experience
OR Bachelor’s Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience
OR Master’s Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience
6+ years of solution or services sales experience.
3+ year(s) of people management experience.
Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
Experience driving new sales and customers using innovative approaches, leveraging partnership events, social selling (LinkedIn) and networking.
Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
Technical Skills: SC-900 Security & Compliance Fundamentals Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance) preferred.
Leader: Demonstrated sales and partner management experience with executive communications, engagement and influence
Overachiever: Exceeds sales goals in an assigned sales territory
Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
Competes to win new market share.
Influential: Significant experience delivering persuasive presentations to business decision makers.
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.**