Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission. The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales center or a local subsidiary, you will help our managed customers across industries, company sizes, and territories to identify their needs and opportunities using the latest in digital selling technology. One of the fastest-growing customer segments in the industry, you will help customers get to the Microsoft Cloud across solution areas like Modern Work and Security. The **Digital Solution Specialist - Security** role is focused on working with Microsoft’s account teams to identify and drive opportunities in targeted workloads. As the Modern Work Specialist, you will be responsible for working with Customer Business Decision Makers to understand their unique business needs with a focus on Microsoft 365 suites and E5 by helping customers consolidate vendors and save costs. Drive Acquisition & Grow Usage by transitioning our customers to Microsoft 365, enabling them to work remotely securely, grow usage of Teams & Identity to establish customer health across Microsoft 365, and drive seats and expand our M365 footprint with existing customers. You will be on point to orchestrate an extensive v-team covering multiple areas including Remote Work, Security & Compliance, Teamwork, Insights, and Phone System to architect a solution that will empower their employees and drive their business. You will work in a team, enabling the customers through digital transformation by leveraging the Modern Work of Microsoft 365. **Responsibilities** **Sales Execution** + Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement. + Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed. + Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.   **Scaling and Collaboration** + Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell. Identifies and supports on-boarding new partners by researching and discussing customer scenarios. Provides feedback to OCP on partner gaps. Develops joint proposals and consumption plans with partners. Contributes to developing partner strategies to address gaps in partner capabilities. **Technical Expertise** + Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. **Sales Excellence** + Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. **Other** + Embody our culture and values **Qualifications** **Required Qualifications** + 6+ years of technology-related sales or account management experience. + OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience. + Subject Matter Expertise in two or more of the following security solutions: Threat Protection, SIEM and Incident Response, Extended Detection and Response (XDR), Security Orchestration, Automation, and Response (SOAR), Security Operation Center Management, Identity and Access Management, Cloud Infrastructure, Cloud Security, Data Security. + Technical understanding of Security and Data Security architectures, solutions including Microsoft M365 Defender, Defender for Cloud, Sentinel, Microsoft Information Protection, Data Loss Prevention, Insider Risk Management, Defender for Cloud Apps (CASB). + Experience explaining and advising on cloud security considerations, capabilities, and tools across software as a service (SaaS), platform as a service (PaaS), and infrastructure as a service (IaaS). + Business level fluency to read, write and speak English. **Preferred Qualifications** + 8+ years of technology-related sales or account management experience. + OR Bachelor's Degree in Information Technology, or related field AND 6+ 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 5+ years of technology-related sales or account management experience. + 3+ years of solution sales or consulting services sales experience. Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .