Principle Solution Area Specialists

Overview Are you a cybersecurity specialist with deep knowledge of Microsoft Security including Entra, Defender, Purview, Sentinel, and Agent365, along with a broader foundation of industry technologies? Do you thrive on collaboration, tackling the most complex challenges, and earning the trust of customers? Are you endlessly curious — embracing uncertainty, taking smart risks, and learning quickly from every experience? If this sounds like you, we want you on our team! We are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success to unlock the largest opportunity, backed by the industry’s most significant investments. Leveraging our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization; it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. As a Principal Security Specialist, you will lead Security strategy for the Sales Unit’s most strategic, complex, and high-risk customers. You will shape cybersecurity thought leadership, build resilient security foundations for AI and digital transformation, and drive executive engagement that delivers measurable business and risk outcomes. We are seeking a high-impact sales and technical individual with executive presence—equally adept at deep cybersecurity architecture and controls, translating technology into business risk and outcomes, leading C-level “CISO room” conversations, and winning complex pursuits while building credibility with even the most skeptical stakeholders. In our Digital Solution Specialist team, you need to thrive in dynamic, sometimes ambiguous environments — learning fast, collaborating across teams, rebuilding trust with customers, and leading decisive defensive positioning when competitors threaten established Microsoft relationships. As a field multiplier and coach, you transfer sales plays, talk tracks, and judgment that elevate peers’ capability and confidence, accelerating deals and strengthening customer trust. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Responsibilities Sales & Technical Leadership Demonstrate executive presence and deep cybersecurity expertise, connecting technology to business outcomes and risk. Serve as a trusted CISO/CIO advisor for strategic growth accounts, leading conversations on business risk, cyber resilience, regulation, and industry change. Align Microsoft Security and partner solutions to customer priorities such as Defend with AI, Security for AI, Secure Data, Unified SecOps, and Zero Trust. Lead Level 200+ technical and architectural conversations with confidence understanding AI and infrastructure. Sales Execution & Compete Own compete execution by deeply understanding competitors and leveraging customer compete concessions and programs to win. Assist with top-deal pursuits to grow SU market share and influence business and technical decisions; defend the base with proactive, competitive positioning to prevent at-risk churn. Lead virtual, cross-organizational teams on strategic projects and high-impact solution deployments that enable digital transformation. Document and share key competitive insights with the field to improve sales motions. Help the SU attain its security growth and revenue metrics. Field Multiplier & Coaching Create and share compete playbooks, executive talk tracks, and discovery guides; co-sell with Digital Solution Specialists (DSS) and partners to strengthen overall team capability. Provide real-time coaching during high-value engagements and deliver actionable post-engagement feedback to raise execution quality. Scale field capability through enablement on competitive scenarios and emerging security trends. Build mindshare through thought leadership and industry presence. Disciplined Operator & Orchestrator Orchestrate account teams, engineering, partners, customer success, and leadership to accelerate outcomes. Main…