Security Specialist - Brisbane
Microsoft
About the role
Are you passionate about cybersecurity? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you! 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. As a Security Specialist, you will be a senior solution sales leader, selling Microsoft Security to our largest enterprise customers. You will manage CxO level business relationships, understand customer challenges and priorities, identify security opportunities, build solutions and business cases to close the sales. You will do this with your deep Industry and Security knowledge, technical acumen and by leading a virtual team of resources across Microsoft and Partner ecosystem. You will spend time on customer-facing activities driving sales conversations, in internal meetings for collaboration and sales management and time for learning and development. This role is flexible in that you can work up to 40%from home.
Responsibilities
- Serve as the security subject-matter expert for your assigned territory, acting as the primary advisor to customers on Microsoft’s security solutions.
- Lead account planning across your territory, conduct business analysis, identify sales opportunities, and manage the end-to-end security sales motion.
- Develop and maintain a strong pipeline of qualified security opportunities to meet or exceed sales targets.
- Build, own and manage relationships with Chief Information Security Officers (CISOs) and other senior stakeholders, driving awareness and advocacy for the Microsoft Security platform and influencing long-term strategic direction.
- Understand each customer’s budget, timeline, decision-making process and buying criteria.
- Assess customer cloud and security strategies, competitive landscape, and the gaps between their current and desired security posture.
- Identify opportunities to help customers balance strong security with employee productivity through the right tools, processes and visibility.
- Deliver compelling demonstrations and whiteboarding sessions of Microsoft cloud security solutions and architectures; lead and orchestrate virtual teams (V-teams) to run a full value-selling motion from discovery through to proving business value.
- Engage security partners to scale opportunities, accelerate sales cycles, and ensure deployment readiness with partner-delivered value-added services.
- Conduct Return on Investment (ROI) and Total Cost of Ownership (TCO) analyses, and use commercial programs and offers to build strong business cases, accelerating negotiation and closing cycles.
- Consistently achieve or exceed quarterly and annual revenue and sales goals.
- Maintain strong sales discipline through accurate forecasting, pipeline health, and deal management within the Customer Relationship Management (CRM) system.
Qualifications
Minimum Criteria
- 5+ years of experience in cybersecurity, cloud security, or enterprise technology sales.
- Proven track record in consultative selling with end-to-end ownership of complex sales cycles.
- Strong understanding of cloud technologies, security fundamentals, and the enterprise security landscape.
- Experience engaging and influencing senior stakeholders, including CISOs and security leaders.
- Ability to deliver product demonstrations and communicate technical concepts in simple, compelling ways.
- Strong pipeline management, forecasting discipline and CRM proficiency.
- Ability to lead cross-functional virtual teams to drive outcomes.
Preferred Criteria
- Experience selling or advising on Microsoft Security solutions (e.g., Microsoft Defender, Entra, Sentinel, Purview).
- Prior experience selling into enterprise or public sector customers.
- Familiarity with security frameworks and standards (e.g., NIST, ISO 27001, Essential Eight).
- Strong understanding of the competitive security vendor landscape.
- Experience conducting ROI/TCO analyses or building commercial justification for security investments.
- Existing relationships with cybersecurity partners, system integrators or managed security service providers (MSSPs).
- Certifications such as CISSP, CISM, CCSP or relevant Microsoft security certifications.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work. #MCAPSANZ
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.