Director, Solution Sales Advisor, GBB - Security

About the role

Overview MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact.

Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

The Security Solution Area Team positions the value of our best-in-class cloud security solutions & services to enable enterprise customers and public sector organizations to accelerate successful business outcomes of their digital transformation more securely.

As a Solution Sales Advisor, you will drive consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). You will bring impactful industry insights into customer engagements and closes deals with customers.

Act as a thought leader across solution areas to advise customers across business functions on digital transformation. Lead virtual transformational shifts to drive deployment and create business value for customers. You will provide thought leadership and may lead partner integration into account/territory planning and customer engagements.

You will develop sales and business strategy options, while also being able to successfully execute complex opportunities. You will work cohesively in a highly matrixed environment with members of the Microsoft account team and services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer security challenges, leverage best practices and deliver results and sales outcomes.

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Be the Security expert in your assigned region Technical Depth & Breadth: Be the security leader and expert for your territory. Lead technical analysis to pursue high-potential sales opportunities and manage the End-to-End Security business across the region.

Market Maker: Partner with and coach account teams on sales pipeline development and deal shaping, participating in deal reviews to accelerate high-potential security opportunities without directly owning overall pipeline quota. Cloud Trust: Build, own, and manage key C-stakeholder relationships, driving excitement for the Microsoft security platform and Zero Trust value.

Understand customer budget, timeline, and the technical buying process. Be the interface to the customer and orchestrate a v-team of resources to solve customer problems Consultative Solution Selling: Understand customer cloud security initiatives and gaps in current posture. Capture the journey to balance security and productivity with the right process and technical visibility.

• Technical Execution: Lead Architectural Design Reviews, whiteboarding sessions, and demos.
• Orchestrate V-Teams to drive end-to-end value selling from discovery to proving business value through PoCs and pilots.
• Partner Integration: Engage security partners to scale and accelerate the sales cycle, ensuring a technical deployment plan is in place with partner-added value services.

• Stay sharp and assist Microsoft transform how we deliver value to customers Community Builder: Perform ROI and TCO analysis to build compelling business cases.
• Provide thought leadership across the community to improve sales hygiene and capture competitive technical differentiation.
• Other Embody our culture and values.

Pay and benefits

Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail) OR equivalent experience.

Additional or preferred qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technical solution architecture and enterprise sales, business development, strategic consulting, technical consulting, or relevant/prioritized industry (e.g., Finance, Healthcare, Retail) OR equivalent experience.

Relevant technical certification(s) in cloud technologies, solution architecture, or related domain (e.g., Microsoft Certified: Azure Solutions Architect Expert, Microsoft 365 Certified: Enterprise Administrator Expert) or equivalent industry certification. Solution Sales Advisory IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.