Digital Security Specialist

Microsoft – Digital Security Specialist (Job #200044351)

This role is a Digital Security Solution Sales position within Microsoft's Small Medium Enterprises & Channel (SME&C) organization. It focuses on helping enterprise customers adopt Microsoft's cybersecurity and cloud security solutions while driving revenue growth.

Overview

As a Digital Security Specialist, you'll:

• Sell Microsoft Security solutions to enterprise customers.
• Drive AI-powered digital transformation.
• Build customer security strategies.
• Work closely with partners and Microsoft account teams.
• Own security-focused sales opportunities from discovery through closing.

This is a consultative solution-selling role rather than a technical engineering position.

Key Responsibilities

1. Sales Execution

You'll:

• Identify new security opportunities.
• Build qualified sales pipeline.
• Engage customers about business and security challenges.
• Drive deals from qualification to close.
• Develop strategies to accelerate sales cycles.

2. Business Value Selling

Rather than selling products directly, you'll:

• Understand customer business goals.
• Learn governance and purchasing processes.
• Identify decision makers.
• Position Microsoft Security as the business solution.

3. Customer Engagement

Lead conversations around:

• Cybersecurity strategy
• Zero Trust
• Cloud security
• Identity protection
• Compliance
• Risk management
• AI security transformation

4. Partner Collaboration

Work with:

• Microsoft Account Executives
• Global Partner Solutions (GPS)
• Security specialists
• Microsoft Partners
• System Integrators

Develop joint proposals and expand partner-driven opportunities.

5. Technical Expertise

Although not an engineering role, you're expected to understand Microsoft's security portfolio and:

• Recommend solutions
• Discuss technical capabilities
• Compare Microsoft against competitors
• Advise customers on security best practices

6. Sales Excellence

Own activities such as:

• Account planning
• Forecasting
• Competitive analysis
• Opportunity management
• Pipeline health
• Business reviews

7. Continuous Learning

Microsoft expects you to continuously build expertise in:

• Cybersecurity
• AI
• Cloud
• Microsoft Security

Products You'll Sell

The posting refers broadly to Microsoft's Security portfolio, including solutions such as:

• Microsoft Defender
• Microsoft Sentinel
• Microsoft Entra
• Microsoft Purview
• Microsoft Intune
• Microsoft Security Copilot
• Azure Security services

Required Qualifications

You need:

Education

• Bachelor's degree
• OR
• Equivalent professional experience

Experience

• 5–6+ years in technology sales or account management
• 3+ years in solution sales or consulting services sales
• Cybersecurity industry experience
• Experience selling enterprise cloud solutions

Language Requirements

Fluency in:

• Brazilian Portuguese
• English

Preferred Qualifications

• MBA or Master's degree
• AZ-900 certification
• SC-900 certification (or willingness to earn it within 3 months)
• Strong knowledge of Microsoft Security

Ideal Candidate

Someone with experience selling:

• Microsoft Security
• Azure
• Cybersecurity platforms
• Cloud services
• Enterprise software
• Managed security services

Likely previous roles include:

• Security Account Executive
• Cloud Solution Sales Specialist
• Cybersecurity Consultant
• Solutions Sales Executive
• Microsoft Security Specialist
• Enterprise Account Manager

Important Skills

Sales

• Enterprise sales
• Consultative selling
• Solution selling
• Pipeline management
• Forecasting
• Executive engagement
• Opportunity qualification

Technical

• Cloud security
• Identity management
• Zero Trust
• Azure
• Cybersecurity
• Microsoft Security portfolio

Soft Skills

• Communication
• Negotiation
• Customer relationship management
• Strategic thinking
• Collaboration
• Business value selling

Who This Role Fits

This role is well suited for professionals with backgrounds in:

• Cybersecurity sales
• Enterprise software sales
• Cloud solution sales
• Microsoft security consulting
• Azure solution sales
• Technology account management

It is not intended for software engineers, cybersecurity analysts, SOC engineers, penetration testers, or security operations professionals. Instead, it is a customer-facing sales role focused on helping organizations adopt Microsoft's security solutions and achieve business outcomes through consultative selling.