Solution Specialists - Cyber Security
Herzliya | Sales | Feb 29, 2024 | Job number 1693080

Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from Are you passionate about cybersecurity?  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!   
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 work to keep our customers safe through our Security Solutions. The Solution Specialist Unit team within the Microsoft Security organization is at the forefront of this effort, engaging directly with customers to contribute to their success. With thousands of global security experts worldwide, $1 billion+ invested annually in security research and development, and the cutting edge AI- based Security innovations, Microsoft is ideally placed to think outside of the box and protecting customers, and partners around the world.       


We are looking for passionate, experienced, and credible Security Specialists with a drive to help solve complex security challenges for our customers, enabling them to help modernize their security architecture and posture.  We are keen to hear your thoughts on how we can further achieve our purpose. Join our team and discover unique opportunities to grow, develop and learn.  


As a Security Specialist, you will be a senior pre-sales leader and trusted customer advisor, working with cutting-edge security technologies such as Microsoft Defender, Defender for Cloud and Sentinel. You will lead a virtual team of other internal, partner and consulting resources to help map Microsoft solutions to customer security challenges and priorities, demonstrate and prove our solutions, and win over the decision makers teams & achieve and even exceed quarterly and annual revenue targets.   

You will spend 75% of your work hours a week on qualified customer work – planning and orchestration, preparation, meetings (technical presentations, demos, POCs, compete positioning, workshops, etc.), while the other 25% of your time will be focused on further growing your technical, industry and competition acumen.  


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 the Security Specialists team, we are looking for 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.

The Specialist seller works closely with customers to identify their cybersecurity needs and recommend the best solutions from Microsoft's suite of products and services.

As a Security Specialist you will build secure digital transformation strategies with customers, collaborating with 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, hone your solution sales and collaboration skills, and deepen your end-to-end security expertise.

Technical Sales Acumen

  • Deep technical understanding of cloud security architectures, solutions/technologies including Microsoft M365 Defender, Defender for cloud and Sentinel.  
  • Coordinate weekly with sellers and manager to understand opportunities, compete scenarios and engagements to focus on, engaging and driving to own and win the technical decisions  
  • Remediate blockers; leads and ensures wins for Microsoft Security and adjacent technologies. Engages with and reaches out to customers proactively and independently; builds credibility with customers as a trusted advisor for Microsoft Security; and searches for and uses Microsoft Security customer references; and drives customer intent to buy and facilitates handoff to customer success for post sales deployment.  
  • Develop strategies and recommendations to improve the client's security posture, shapes technical win plan and tailors Microsoft messaging to audience for security opportunities. Enhances team capabilities for extended detection and response (XDR), zero trust and cloud security and develops differentiated compete strategies for Microsoft Security for assigned customers.  
  • Lead technical presentations, demonstrations, workshops, architecture design sessions, explain, demonstrate, and architect the solution to help solve customer security challenges and priorities.   
  • Oversees proof of concepts, presents and applies architecture patterns, proves capabilities and integration into customer environment, and drives cross-workload support for Microsoft solutions for security. Leverages insights and coaches' teams to align new or changing technology to customer security needs.   


Sales Execution & Excellence 

  • Proactively identify & drive end-to-end security & compliance opportunities in collaboration with a team of technical specialist, relationship managers, partners and Microsoft architects 
  • Bring impactful security insights into customer engagements. Acts as a security thought leader across solution areas to advise customers across business functions on security. Leads security partner integration into account/territory planning and customer engagements. 
  • Orchestrates & lead conversations with strategic/high-potential customers on all compliance & cyber security fronts; including need assessment (qualification), solution & technical validation, competitive positioning, commercial & financial justification & ownership over closing activities. 
  • Leads planning and execution on opportunities with internal teams and partners to drive upsell and cross-sell. Identifies, leverages, and coordinates partners and resources across solution areas.
  • Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts.
  • Proactively prospects for business and is accountable for building a book of business.
  • Demonstrated ability to run a predictable business characterized by pipeline management and forecast predictability.

Thought leadership

  • Be an active member of the cyber security community, including presenting at internal & external events, contributing to MS thought leadership impact in the country.
  • Act as a mentor to more junior community members and help drive the success of security in the country.
  • Demonstrate expertise in the competitive landscape in order to help us better meet our customer security & compliance needs.
  • Collaborate with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential market opportunities.



Required Qualifications 

  • 8+ years of Security Technology pre-sales or Security Technology consulting experience. 
  • Professional interpersonal skills, with the ability to present technical information clearly and concisely.  
  • Technical Sales Acumen: Experience presenting the value of technology solutions and architectures through customer presentations, design sessions.
  • Expertise in extended detection and response (XDR), zero trust and cloud security solutions & architectures .
  • Hands on technical knowledge of relevant products and solutions, but not limited to: 
    • End Point Protection
    • XDR
    • Identity
    • CASB
    • Security Information and Event Management (SIEM) systems  
    • Threat detection technologies  
    • Cloud Security (CNAPP \ CWP \ CSPM)
    • Cloud Computing: Infrastructure as a service (IaaS), Platform as a Services (PaaS), and Software as a service. 
    • Next Gen Web Application Firewalls and Secure Web Gateways.  

Preferred Qualifications 

  • 8+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
  • One or more of Industry certifications such as CISSP, CCSP, iAPP, etc.  
  • Develop and maintain technical expertise: A Solution specialist must stay up to date with the latest developments and advancements in security space including new tech, competitors, and internal product and services offerings.   
  • Growth Mindset. Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing, and learning from both successes and failures; sharing practices and knowledge for others’ benefit.       
  • Problem Solving: Excellent analytical and problem-solving skills, with the ability to think creatively and develop innovative solutions to technical challenges.   
  • Multi-Tasking: Ability to work independently and manage multiple priorities simultaneously.