Senior Azure Solution Specialist

This role engages senior customer stakeholders to identify, qualify, and advance strategic sales opportunities. The role leverages customer insights, market intelligence, and data-driven analysis to align Microsoft Security solutions with customer business priorities and transformation goals. It collaborates across account teams, partners, and specialist organizations to accelerate customer value realization, drive cloud and security consumption growth, and achieve sales and consumption targets within assigned accounts and territory.

Responsibilities

Customer Engagement

• Develops and executes customer-specific security sales strategies aligned to customer business objectives, security priorities, and digital transformation initiatives.
• Demonstrates Microsoft's commitment to secure, AI-powered transformation while building trusted customer relationships that drive long-term growth.
• Partners with account teams, customer success, partners, and specialist resources to identify, qualify, and advance sales opportunities.
• Applies sales methodologies and best practices to accelerate opportunities, mitigate risks, and drive successful deal outcomes.Builds and maintains relationships with key customer stakeholders and partner organizations to support co-sell execution, customer adoption, and expansion opportunities throughout the sales lifecycle.

Sales & Pipeline Management

• Analyzes customer business needs, technology priorities, consumption trends, and growth opportunities to develop account plans and drive revenue growth within assigned accounts.
• Utilizes available data, insights, and AI-enabled tools to identify opportunities, assess customer propensity, and optimize sales execution.
• Maintains pipeline hygiene, opportunity accuracy, and forecasting discipline to support sales target attainment and business predictability.
• Collaborates with internal and external stakeholders, including Global Partner Solutions (GPS), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), and partners to ensure successful execution across the opportunity lifecycle.
• Drives customer adoption and consumption growth by monitoring usage trends, identifying expansion opportunities, and supporting successful solution deployment and value realization.

Sales Strategy

• Engages customer decision makers and influencers to uncover business challenges, align security solutions to customer priorities, and accelerate the sales process.
• Conducts account and whitespace analysis to identify new business opportunities, market trends, and competitive positioning within assigned accounts and industries.
• Applies market intelligence, customer insights, and security expertise to develop opportunity strategies that address customer business outcomes and security objectives.
• Collaborates across Microsoft teams to position differentiated solutions that combine Security, AI, Data, and Cloud capabilities to help customers achieve their transformation goals.
• Acts as a trusted advisor by demonstrating solution expertise, industry knowledge, and business acumen to support customer decision-making and long-term success.

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field
• AND 4+ years of technology-related sales, account management, or solution sales experience
• OR Equivalent experience
  • 8+ years driving cloud consumption, software, platform, or security business growth
  • 8+ years of solution sales, consulting, or services sales experience

Additional or preferred qualifications

• Master's Degree in Business Administration (MBA), Information Technology, Information Security, or related field
  • AND 8+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in a related field and 8+ years of technology-related sales or account management experience
  • OR Equivalent experience

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.