Overview

The Microsoft Security organization’s mission of making the world a safer place has never been more important. As threats become more frequent and sophisticated, we must keep our customers safe through our Security Solutions. The Solution Specialist team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success. This role focuses on the Independent Software Vendor (ISV) vertical market working with organizations that are developing next generation applications for State, Local and Education customers (SLED).

Responsibilities Customer Engagement

Participate in security priority discussions with customers, demonstrating Microsoft's commitment to secure, AI-powered transformation and that address their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Engage partner teams, resources and relationships, actively driving co-selling strategies and partner attach to each opportunity early in the sales lifecycle. Engage in connections with the partner organizations to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.

Assess and qualify sales opportunities follows sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices with guidance. Learn about strategies for pursuing and closing deals. Collaborate across organizations to contribute to deal orchestration and handoffs throughout the deal lifecycle with guidance. Leverage best practices to gain customer buy-in, secure deals, and manage risks.

Sales & Pipeline Management

Participate in sales pipeline reviews with internal stakeholders to support forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintain sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

Begin to assess business opportunities in context of provided feedback to contribute to the enhancement of the customer portfolio. Utilize technology (e.g., AI sales agents, automation, Power Platforms) to support growth within the assigned domain as directed. Work with manager and others to review propensity, renewal, consumption, and usage data to help inform sales strategy prioritization. Learn to facilitate handoffs with other teams throughout the deal lifecycle.

Sales Strategy

Begin to assess solution area(s) and identify trends that may impact sales plays, incorporating AI-driven predictive analytics to forecast future market needs. Work within team to suggest solutions that may support customer business objectives.

Learn about solutions that facilitate AI- and cloud-driven transformations for customers within their solution area. Begin to apply existing strategies to help differentiate Microsoft's offerings in a competitive landscape as directed. Use established guidelines to assist customers in understanding technologies and solutions that meet their objectives and contribute to their digital transformation journey following clear guidance.

Begin to leverage whitespace analysis and learn to identify business opportunities under guidance, utilizing AI-driven market intelligence tools to assess trends and insights. Contribute to market intelligence gathering efforts and begins assessing trends. Utilize established market analysis approach to align sales strategies with market trends with guidance.

Initiate discussions with stakeholders to understand and identify sales opportunities under clear guidance. Begin to work with internal stakeholders to assist and contribute to customer success as directed. Begin to collaborate with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Apply security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Qualifications Required qualifications:

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 1+ year(s) experience in technology-related sales or account management OR equivalent experience.

Solution Area Specialists IC2 - The typical base pay range for this role across the U.S. is USD $65,500 - $117,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $87,200 - $128,300 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

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.