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As a Digital Enterprise Security Sales Specialist, you will play a pivotal role in empowering customers through the unique value of the Microsoft Cloud. You’ll drive day-to-day execution of strategic business priorities, sell best-in-class cloud security solutions, and accelerate digital transformation for customers, partners, and Microsoft. In Digital Sales, we operate as a globally led, digital-first organization. Your strong sales skills, understanding of enterprise needs, and ability to build trusted customer relationships will help achieve sales targets. You’ll collaborate across teams while contributing to our Digital Enterprise Sales Culture priorities: Diversity & Inclusivity, Wellbeing, Sustainability, and Customer Obsession. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. We work with a growth mindset, innovate to empower others, and build a culture of inclusion grounded in respect, integrity, and accountability.
Job Responsibility:
Develop a fundamental understanding of customer business needs to initiate security-focused digital transformation conversations
Work with account teams, partners, and services to track, qualify, and expand new opportunities
Identify, propose, and articulate security solutions aligned with customer goals
Support deal strategy and closure through structured orchestration across teams
Research competitors and collaborate with Global Black Belts (GBBs) on competitive positioning
Participate in rhythm-of-business (ROB) processes to plan and execute for assigned accounts and territory
Conduct business analysis to identify high-potential customers and build targeted account lists
Manage the end-to-end security business for assigned Majors Growth territory, including forecasting and territory planning
Use customer insights and industry knowledge to explore emerging opportunities and support innovation
Participate in ROB meetings for account planning
Review feedback reports and coach others to improve customer/partner satisfaction
Drive sales and delivery excellence through collaboration with account and pursuit teams
Initiate security conversations with business decision makers
act as a subject matter expert on competitive insights
Collaborate with partners and internal resources on compete plans, forecasting, and targeting high-potential customers
Model Microsoft culture priorities: Diversity & Inclusivity, Wellbeing, Sustainability, Giving, and Learning
Demonstrate continuous learning in cybersecurity
Identify customer business needs and technical readiness
collaborate across teams to propose prioritized solutions
Engage external stakeholders and implement strategies to accelerate and close security opportunities
Hunt new opportunities by understanding customer business priorities, governance, and budget processes
Build and execute close plans to ensure predictable deal closure
Lead Level200 customer conversations on digital transformation in the security solution area
Map customer decision makers and influencers
participate in strategic communications with account teams
Drive security solution consumption through demos, quotes, partner collaboration, and blocker removal
Scale opportunities by collaborating with account teams, partners, and EPS (Enterprise Partner Solutions)
Apply Microsoft’s sales process (MSP) to assess and qualify opportunities
Requirements:
Bachelor’s degree in Information Technology, Business Administration, or related field AND 4+ years of cloud technology-related specialist sales/presales or deep account management experience
OR 4+ years of technology-related sales or account management experience
Demonstrated individual quota-carrying experience
Role based in Sydney
Security solution sales experience (preferred)
Microsoft Cloud or Security certifications (preferred)