Partner Solution Sales - Security

Microsoft • San Diego, CA

19h

About The Position

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. Together, we are shaping the future of business.

As a Partner Solution Sales - Security professional, you will focus on one of Microsoft’s core Solution Areas—Security. You will be focused on driving revenue acceleration and growth within the Corporate segment. You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating across a high performing portfolio of CSP (Cloud Solution Providers) partners. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.
You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies including Territory Planning activities to achieve quarterly CSA (Cloud Solution Area) FRA across the Corporate Business. You will lead your partners' commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader, leading the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

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.

Requirements

• Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Nice To Haves

• 3+ years of experience in Cyber Security
• 3+ years of experience in the Microsoft ecosystem
• 3+ years of experience in Hyperscale Public Cloud

Responsibilities

• Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline.
• Develops and executes co-sell strategies that outline activities and expectations that drive Microsoft and partner sales targets.
• Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales.
• Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts.
• Tracks partner sales capabilities and capacities for sales practice acceleration and growth.
• Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance.
• Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
• Shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert.
• Shares market local solution area business momentum insights and corporate research for customer demand.
• Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution.
• Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets.
• Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution.
• Independently works with prioritized solution area-aligned partners to identify new opportunities with customers.
• Drives the qualified partner pipeline and progress it through the sales cycle.
• Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
• Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability.
• Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s).
• Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
• Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets.
• Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners.
• Manages top partner deals and overall partner revenue aligned to solution area.
• Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play.
• Facilitates pipeline management meetings and unblocking deals by connecting with Microsoft resources.
• Develops plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources.
• Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
• Maintains an understanding of, and upholds Microsoft's current compliance processes.
• Embody our Culture and Values

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level