Job Description

Overview

Do you enjoy working on a high-performing, fast-paced sales team?  Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and 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.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career.

As a Security Specialist you will build digital transformation security strategies with customers, collaborating across different groups inside the Customer environment to successfully enable them to be more secure. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Security opportunities with internal stakeholders and partners to cross-sell and up-sell. This opportunity will allow you to learn and accelerate your career growth, honing your solution sales and collaboration skills and deepening your end-to-end security expertise.

In the Digital Security Specialists team, we are looking for passionate, experienced and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end security thought leadership driving significant customer value and enabling transformational customer outcomes.

Responsibilities

Business Value Selling & Sales Execution

• Hunt and accelerate new Security opportunities by engaging business decision-makers, understanding customers’ business and technology priorities, governance, decision and budget processes, and articulating Microsoft’s value proposition.
• Drive and qualify new opportunities through industry-focused customer conversations, leveraging digital selling motions and signals to identify customer interests, uncover new stakeholders, and build pipeline.
• Assess customer business and technology readiness, proactively map external stakeholders, and execute strategies that accelerate deal progression and close prioritized opportunities.
• Drive opportunities from lead creation to successful closure in close alignment with account teams, partners, and key security partners.
• Collaborate with partners and internal resources on account planning, strategies, forecasting, and business analysis to pursue high-potential customers and maximize business outcomes.

Scaling & Collaboration

• Collaborate with Digital Account Executives (DAEs), Digital Solution Engineers (DSEs), Partner Solution Sales (PSS), and partners to qualify opportunities, develop customer-centric solution strategies, and progress deals through the MCEM stages.
• Leverage territory planning, digital signals, and partner collaboration to identify, qualify, and accelerate security opportunities, consistently sharing opportunities with the appropriate partners to maximize customer reach and co-sell success.
• Execute effective seller-to-seller collaboration across Security, AI Business Solutions, and Modern Work teams to identify whitespace, drive cross-solution opportunities, and deliver integrated customer outcomes.
• Build productive relationships with partners, supporting joint customer engagements, opportunity progression, business value conversations, and handoffs that lead to successful deployment and customer outcomes.
• Maintain operational excellence through accurate opportunity management, partner sharing, pipeline hygiene, and execution of co-sell motions that support predictable business performance and customer impact.

Technical Expertise

• Lead Security-focused business conversations with customer decision-makers, acting as a trusted advisor.
• Leverage and share intelligence across solution areas to inform pursuit, positioning, and investment decisions, partnering closely with internal "compete" SMEs.
• Analyze competitor solutions, identify differentiation opportunities, and implement strategies that strengthen Microsoft's position.
• Lead internal and external events, initiate customer and partner conversations, mentor others, and drive best-practice sharing across teams and communities.

Learning Mindset

• Demonstrate a commitment to continuous learning and professional development in cybersecurity, industry trends, landscapes, and Microsoft Security solutions.

Delivers Results Through Teamwork

• Partner effectively across Microsoft teams, customers, and partner organizations to execute strategic initiatives, deliver customer value, and achieve business objectives through collaboration and shared accountability.

Qualifications

Qualifications

• Experience in technology sales, solution sales, account management, or a related customer-facing role.
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or a related field, or equivalent practical experience, and experience in technology sales, solution sales, account management, or a related customer-facing role.
• Knowledge of Extended Detection and Response (XDR), Security Information and Event Management (SIEM), Data Security technologies, platforms, and solutions.
• Relevant industry certifications are valued.
• Ability to communicate effectively in Italian, both verbally and in writing, with customers, partners, and internal stakeholders.

Preferred Qualifications

• Experience in the cybersecurity industry. Knowledge of the Microsoft Security portfolio is a plus.
• Experience selling complex cloud-based solutions to enterprise customers.
• Experience with sales engagements, customer negotiations, and influencing decision-making processes.
• Ability to work independently and collaboratively in a dynamic environment while adapting to evolving processes and practices.
• Ability to lead technical security discussions and deliver product or solution demonstrations to technical and business audiences.
• Understanding of the security market, threat landscape, and end-to-end security solutions.

Digital Solution Area Specialists IC3 - The typical base pay range for this role across Ireland is € 49,200.00 - € 71,400.00 per year. Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here:

https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html

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.