Digital Solution Area Specialist - Security

Microsoft Ireland, Dublin is seeking a Digital Solution Area Specialist - Security to lead and enable customers in AI-powered security transformations. You will drive solution sales strategies, leverage programs and offers, and sell cloud services and platforms for managed customers. You will help accelerate AI and digital transformation momentum for customers, partners, and Microsoft, contributing to Microsoft Security’s mission to keep nations and citizens secure in an increasingly complex cyber landscape. You will join a team of security specialists focused on developing and winning strategic opportunities, delivering end-to-end security thought leadership, and enabling transformational customer outcomes. You will build digital transformation security strategies with customers, collaborate across internal groups to increase security, lead consultative conversations, and coordinate end-to-end security opportunities with stakeholders and partners to cross-sell and up-sell. This role offers opportunities to learn, grow, and deepen your cloud and security expertise while advancing your solution sales and collaboration skills.

Responsibilities

• Sales Execution: Engage with customers by industry, collaborate with account and partner teams to drive and qualify new opportunities and build pipeline.
• Opportunity Management: Assess customer readiness, map external stakeholders, accelerate deal closure, contribute to deal strategies, coach early-career team members, and implement close plans.
• Business Value Selling: Hunt for new security opportunities by identifying key business contacts, partners, and understanding customers’ priorities, governance, decision and budget processes to land the value proposition.
• Scaling and Collaboration: Apply role orchestration to maximize impact for the customer and navigate the Microsoft organization effectively.
• Partner Collaboration: Work with Global Partner Solutions (GPS), identify new partners, develop joint proposals, and contribute to partner strategies.
• Technical Expertise: Initiate security discussions with business decision makers, share best practices and competitor knowledge, act as a subject matter specialist, and guide pursuit or withdrawal decisions.
• Thought Leadership and Events: Lead conversations, organize events, mentor others, develop leading-practice sharing strategies, and engage prospective customers/partners at events.
• Competitive Intelligence: Collaborate with internal competition SMEs to analyze competitor products and services and implement strategy.
• Sales Excellence: Partner with teams to plan accounts, develop compete plans, forecast, and perform business analysis to pursue high-potential customers.
• Learning and Development: Demonstrate a commitment to ongoing personal learning in cybersecurity.
• Teamwork and Delivery: Drive project execution, collaborate with partners and other teams on deliverables, and leverage cross-functional work streams.

Requirements

• Demonstrated technology-related sales or account management experience, or a Bachelor’s Degree in Information Technology, Business Administration, or a related field with relevant sales experience.
• Cybersecurity industry experience.
• Knowledge of the Microsoft security portfolio preferred.
• Experience selling complex, cloud-based solutions to enterprise customers.
• Proven sales and negotiation experience.
• Experience selling complex, cloud-based solutions to small and medium enterprises.
• Proactive, self-motivated, and able to work toward goals while evolving leading practices.
• Ability to drive technical security conversations and conduct product or solution demonstrations.
• Solid understanding of the security market and comprehensive security solutions.
• Experience in managing channel sales.