Cybersecurity Solution Area Specialist - Public Sector

Overview

The Cybersecurity Solution Area Specialist - Public Sector leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize, and accelerate sales opportunities. This role leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. The specialist evaluates solution area(s) and market, developing insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. They partner cross-organizationally to support the development of solutions enabling AI- and cloud-driven transformations for existing and new customers within the region, emphasizing cutting-edge AI technologies and cloud services. Engaging in sales pipeline reviews with internal stakeholders drives forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools. This role also drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation within the customer success plan.

Responsibilities

Customer Engagement

• Assesses and qualifies sales opportunities following AI-enhanced sales methodologies and best practices.
• Participates in strategy development for driving and closing moderately complex, significant value opportunities.
• Collaborates across organizations (e.g., ATU, CSU, ISD, GPS) for deal orchestration and handoffs.
• Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks.
• Drives tailored sales strategies for customer security priorities, showcasing Microsoft's secure, AI-powered transformation.
• Reviews customer and partner feedback to establish recovery action plans.
• Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction.
• Activates partner teams and resources, driving co-selling strategies and partner attach to opportunities.
• Drives partner organization connections (i.e. GPS) to accelerate customer value realization.

Sales & Pipeline Management

• Analyzes business and emerging opportunities to improve customer portfolios and encourage innovation.
• Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth.
• Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy.
• Optimizes partners assigned to each account and/or opportunity to facilitate handoffs.
• Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy using AI-powered tools.
• Maintains sales and/or consumption pipeline hygiene to achieve assigned sales metrics.
• Leads usage and/or consumption pipeline hygiene to monitor adoption, identify intervention opportunities, and ensure predictable renewals.

Sales Strategy

• Evaluates solution area(s) and market, developing insights to align sales plays with customer priorities using AI-driven predictive analytics.
• Partners across teams to propose solutions and strategies aligning with customer business objectives.
• Identifies and addresses gaps, driving market engagement and sales execution.
• Partners cross-organizationally to support AI- and cloud-driven transformations for customers.
• Leverages established strategies and customer conversations to distinguish Microsoft’s offerings.
• Serves as a trusted advisor, guiding technology adoption for digital transformation.
• Leverages whitespace analysis and partners to identify business opportunities and market gaps using AI-driven market intelligence.
• Evaluates and disseminates market intelligence, trends, and insights across the team.
• Leverages established market analysis approach to align with strategic directives.
• Leads discussions with customer stakeholders to identify, qualify, prioritize, and accelerate sales opportunities.
• Acts as a point of contact and collaborates with internal stakeholders to drive customer success.
• Engages with account teams to align AI transformation vision with business priorities.
• Incorporates and reinforces security principles in all customer interactions.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.

Additional Or Preferred Qualifications

• Master's Degree (MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management.
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management.
• OR equivalent experience.
• 4+ years solution or services sales experience.

Key skills/competency

• Cybersecurity Sales
• Public Sector Engagement
• AI-Powered Solutions
• Cloud Services Integration
• Sales Pipeline Management
• Customer Relationship Management
• Market Intelligence
• Digital Transformation
• Strategic Planning
• Negotiation Skills