Overview
Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Do you share and build on other’s ideas, because we are better together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve morethrough technology and innovation? Are you ready to join the team that is at the leading edge of innovation at Microsoft?
With over 10,000 global security experts, $4 billion invested annually in research and development, and the latest in AI and automation, our security is already working to help protect customers around the world and Microsoft is hiring for the Security Solution Engineer (SE) role.
The Security Solution Engineer main goal is to win the technical decision of customers to purchase and use our cybersecurity technology. You will work in a team, enabling customers through digital transformation by leveraging the Cybersecurity Reference Architecture. SE are expected to be able to both own and win the customers technical decisions, as well as find new opportunities through their contacts and work they are on for sales people to further pursue. As a SE, you work within a virtual team of sales, technical, partner and consulting resources to help educate your customers at a technical level, demonstrate and prove our solutions, and win the technical decision allowing the team to achieve/exceed quarterly Microsoft 365 and Azure sales/usage targets in your accounts. Being part of this team will allow you to maintain and develop your deep technical expertise across Microsoft and non-Microsoft cloud-based security technologies.
Responsibilities
You will be the lead technical subject matter expert for cybersecurity within your account teams.
- You will deliver proof of Microsoft’s technology solutions to customers and secure their agreement that our solutions meet the success criteria for their security architecture.
- You provide the sales team with valuable technical insights through business acumen to outperform competitors and demonstrate the advantages of the Microsoft Platform to customers.
- You can effectively demonstrate the value of the Microsoft security platform to both CxOs and IT professionals.
You will help customers make technical decisions to build tomorrow’s business and IT solutions based on Microsoft technology.
- You will lead technical presentations, demonstrations, workshops, architecture design sessions, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can make their businesses more successful.
- You will lead to clear technical, competitive and security blockers to accelerate Security sales and customer usage.
- You will own winning the technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making.
- You will work with partners and others at Microsoft, as well as use our core tools, to extend your reach and the reach of your team, focusing on satisfying important customer needs
You will be a vital connection and orchestration point for a variety of technical resources, by:
- Orchestrating complex solutions with internal and external partners for multiple Microsoft products and services.
- Helping identify and diagnose technical, architectural, and competitive blockers and respective solutions for sales opportunities and usage decision blockers and helping ensure that these solutions are implemented.
- Sharing practical knowledge with partners to drive the sale, deployment, and adoption of Microsoft solutions.
- Shaping current and future products, marketing strategies, and customer centricity ideas through your feedback to sales, marketing, and engineering.
You will be supporting sales roles:
- Sales Execution: Introduces how to enable secure digital transformation across workloads and collaborates with a virtual team to assess customer needs and proactively build an external stakeholder mapping to implement strategies to accelerate the closing of deals, drive consumption and licensing transactions to grow business with current and new Customers.
- Scaling and Collaboration: Collaborates on the planning, orchestration, and execution on end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell.
- Technical Expertise: Leads end-to-end Security conversations, shares best practices and key competitor knowledge across solution areas, and evaluates opportunities to make recommendations on pursuit or withdrawal.
- Exhibits outstanding operational excellence – including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration.
- Experience driving new sales and new customers using innovative approaches, leveraging joint partnership events, social selling (LinkedIn) and networking.
- Enterprise customer level experience with cloud, security technologies (Identity and Access Management, Threat protection, Data protection, Cloud Security), and industry standards recommended
- Sales Excellence: Leads and plans for strategic accounts in the assigned territory, does business analysis to pursue high-potential customers and manages the End-to-End Security business across the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
- Sales and Technology
- Exceed sales goals in an assigned sales territory
- Demonstrated sales and partner management experience
- Competes to win new market share
- Significant experience delivering persuasive presentations to business decision makers
You will stay sharp, share your knowledge, and learn practices from others.
- We encourage all our employees to continuously maintain and enhance their technical, sales, professional skills, and competitive readiness.
- Your knowledge will be enhanced and shared by participating in internal Microsoft technical communities and in the broader industry through events, blogs, white papers, training, and articles for your domain.
You will be recognized for sharing, learning, and driving individual work that all result in business impact for customers, partners and within Microsoft. Microsoft encourages thought leadership and leadership from every employee.
Technical Solution Leader
- Cybersecurity Architecture: Proven expertise in designing and architecting solutions that uphold confidentiality, integrity and availability across the security stack. Domains include Zero Trust and SASE; data protection and governance; labelling; DLP; risk and compliance management; threat intelligence; identity protection.
- Data Protection: Data Security Architect with a track record of modeling and implementing data-centric safeguards. Skilled in encryption and key management, data loss prevention, secure data lifecycle management and classification – ensuring sensitive information remains protected.
- Insatiable Learner. Desire to know more than the standard and stretch to know more than Microsoft products required.
- Practitioner mindset. Committed to knowing not just what solutions can do but practicing the skills required to properly implement solutions.
- Technical breadth. Extensive customer experience with cloud and hybrid infrastructures, architecture designs, migrations, and technology management; broad experience with Microsoft 365 Security and Azure Security required.
- Technical depth. Domain authority, having enterprise customer experience with design, configuration and implementation of Microsoft or other Data Security solutions as well as competitive product knowledge (ex. Netskope, Symantec, Varonis, Proofpoint, CISCO…)
- Regulation and Compliance: Knowledge of Sovereignty challenge, RGPD, NIS2, DORA regulations - ability to explain how Microsoft solution are able to answer to the regulation challenge.
- Planning for success. Drive deployment and adoption planning, using Microsoft FastTrack and partners.
- Community Builder. Able to coalesce customers, members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners into productive working groups.
- Communicator. Strong people negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills required.
- Consultative Technical Selling and Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused required
- Performer. Highly driven passionate person who consistently exceeds goals and expectations.
- Growth Mindset. Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit required.
Qualifications
- Experience. 7+ years of related experience in technical presales and/or technical consulting roles preferred.
- Bachelor's degree in computer science, Information Technology, or related field preferred.
- Certification in any one of the following required: Microsoft 365 Security Administration or Azure Security Engineer, SC-200; SC-300, SC-400, AZ-500, CEH, LPT, OSCP, CIPP/E or GPEN and CISSP, CCSP, GSEC, CCIA, GSED, ECSA or GISP
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.**