Overview
Microsoft is a place where innovators collaborate to shape what's next. As enterprises accelerate AI-led transformation, Security is foundational to delivering trusted, resilient, and AI-enabled outcomes at scale.
As the largest security company in the world, Microsoft is uniquely positioned to help customers protect what matters most while enabling innovation. We work with organisations to strengthen their cyber security foundations across identity, data, endpoints, and cloud, and to adopt a more integrated, platform-led approach to managing risk.
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.
We are expanding our Security business and are looking for an exceptional Sales Leader to build and lead a high-performing management team, drive growth at scale, and shape the future of Microsoft Security across Australia & New Zealand.
As Security Sales Director, you are a Manager of Managers accountable for building, motivating, and developing a high-functioning security sales management team. You will lead a group of Sales Managers and their specialist, solution engineer and partner solution teams to drive Microsoft's Security business across enterprise customers in Australia and New Zealand, shaping and executing go-to-market strategy at scale.
You will engage board-level and C-suite stakeholders to elevate the security conversation beyond technology to strategic business outcomes. Strengthening cyber resilience, simplifying security architectures, and embedding trust into digital transformation are the hallmarks of how your organisation operates.
This role requires exceptional people leadership, commercial acumen, and deep security domain expertise. You will define territory strategy, build leadership capability across your management team, and drive disciplined execution, leveraging data, market insights, and ecosystem partnerships to deliver sustainable results for Microsoft and your customers.
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
People Leadership
- Lead, coach, and develop a high-performing team of Sales Managers, creating a culture of accountability, inclusion, and continuous learning.
- Drive talent acquisition, succession planning, and change management across the security sales organisation.
- Attract and retain exceptional people, investing in their growth as future leaders within Microsoft.
- Model, coach, and care: empower managers to do the same for their teams, cascading a customer-centric culture throughout the organisation.
- Foster diversity of thought and background, building an environment where everyone thrives.
Sales Strategy and Customer Engagement
- Lead the development and execution of security-led transformation strategies, helping customers strengthen cyber resilience and enable AI-led growth at scale.
- Define territory engagement strategy across the ANZ enterprise landscape, identifying growth opportunities and aligning investment to customer business priorities and risk context.
- Act as a trusted advisor and executive sponsor to board-level and C-suite stakeholders across technology, risk, and business functions, shaping long-term security strategies and investment priorities.
- Guide and coach Sales Managers and their teams to progress complex, multi-solution security engagements across the Microsoft portfolio.
- Orchestrate cross-functional collaboration across Microsoft specialist teams, partners, and resources to deliver end-to-end customer outcomes.
- Build and deepen strategic relationships with enterprise customers and partners to accelerate adoption of integrated security solutions.
Business Excellence and Operational Rigour
- Own and drive predictable sales forecasting and security pipeline health across the full business unit.
- Use data and insights to prioritise focus areas, improve in-year and multi-year execution, and remove blockers for your management team.
- Coordinate resources across teams to execute territory plans, driving accountability, partner participation, and strategic deal co-sell motions.
- Enable adoption of AI, automation, and modern sales practices to scale impact across your organisation.
- Conduct and oversee win-loss reviews; define expectations and goals for pipeline generation and sales strategy execution.
- Empower managers to think strategically about opportunities, ensuring compliance and rigorous business discipline.
Partner Ecosystem Leadership
- Build and scale co-sell motions with System Integrators, ISVs, and security partners to extend market reach and accelerate customer outcomes.
- Engage partners to scale solutions and drive incremental revenue across the security portfolio.
- Set standards for partner engagement and hold your management team accountable for integrated partner-led execution.
Thought Leadership and Security Solution Expertise
- Position as a thought leader and trusted advisor to executive-level decision makers across the industry on security, risk, and AI-enabled transformation.
- Leverage strong understanding of cyber security foundations, including Zero Trust, identity, data protection, threat detection, and cloud security, to shape customer strategy and internal coaching.
- Interpret regulatory, competitive, and technology trends to inform strategy, execution, and market positioning.
- Share best practices and systematic methods for staying current on Microsoft Security solutions and the broader security landscape.
- Develop and implement plans for building product and solution expertise across the management team, ensuring time and investment in training and development.
- Lead from the front: complete required and recommended certifications and maintain personal development as a visible priority.
Qualifications
Required Experience
- Bachelor's degree or equivalent experience; MBA or relevant postgraduate qualification preferred.
- 15+ years in enterprise technology or consulting sales, including significant security or complex solution selling experience; OR Bachelor's Degree in Business Management, Information Technology, or related field AND 12+ years sales and negotiation experience; OR Master's Degree AND 10+ years sales and negotiation experience.
- 7+ years people management experience, including demonstrated experience as a Manager of Managers leading sales management teams.
- Proven track record of leading and developing high-performing sales management teams with year-over-year revenue growth.
- Strong understanding of cyber security foundations, including identity, data protection, threat protection, and cloud security.
- Experience engaging C-suite and board-level stakeholders across business, technology, and risk functions.
Preferred Experience
- Experience working within or alongside Microsoft sales organisations, including familiarity with Microsoft Security product portfolio.
- Experience building and scaling partner ecosystems to deliver integrated customer outcomes.
- Formal sales methodology training (e.g., Miller Heiman, Challenger, SPIN, Holden, Krauthammer) and strong financial acumen.
- Deep knowledge of the ANZ enterprise and regulatory landscape including Privacy Act, SOCI, and ASD Essential Eight.
- Security industry certifications (e.g., CISSP, CISM) are advantageous.
Equal Opportunity Employer
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, colour, 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, please reach out to discuss requesting accommodations.
Benefits and perks may vary depending on the nature of your employment with Microsoft and the country where you work.
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.**