In this role you will lead a high-performing team of security solution engineers that earns customer trust, wins the technical decision, and converts strategy into secure deployment and consumption. This leader scales impact through talent development, disciplined opportunity prioritization, consistent technical excellence, and orchestration across sales, engineering, customer success, marketing, and partners.

What Success Looks Like

• Builds a high-performing team: Attracts, develops, coaches, and retains diverse technical sales talent; sets clear outcomes and manages performance with accountability and care.

• Wins the technical decision: Improves the quality, velocity, and predictability of technical sales execution across priority security opportunities.

• Scales customer impact: Focuses resources on the highest-value engagements and connects technical wins to deployment, adoption, consumption, risk reduction, and customer business outcomes.

• Shapes subsidiary strategy: Turns customer, competitor, market, and regulatory insight into repeatable security plays, investment priorities, and field feedback.

• Expands capacity through partners: Strengthens partner technical capability and uses the ecosystem to extend reach, remove blockers, and accelerate customer outcomes.

People Leadership and Team Development

• Model Microsoft leadership principles by creating clarity, generating energy, delivering success, and building an inclusive culture grounded in respect, integrity, and accountability.

• Define team objectives, operating rhythms, performance expectations, and measurable outcomes aligned to sales priorities and subsidiary strategy.

• Coach each team member against role expectations, technical depth, consultative selling capability, executive presence, and career aspirations.

• Build technical bench strength through communities, mentoring, certifications, readiness plans, peer learning, and hands-on engagement in strategic opportunities.

• Manage performance, rewards, succession, talent acquisition, and retention while helping the team adapt and learn.

Customer and Technical Sales Leadership

• Serve as a trusted technical advisor to customer technical decision makers, security leaders, architects, and influencers in partnership with account and sales teams.

• Coach the team to uncover customer business priorities, security risks, architecture constraints, regulatory requirements, and decision criteria.

• Enable the team to influence customer decisions and secure technical wins through discovery, architecture design, demonstrations, pilots, proofs of concept, and clear deployment-ready next steps.

• Apply advanced consultative and challenger sales methods to connect Microsoft Security capabilities to measurable improvements in security posture, operational resilience, compliance, and business agility.

• Ensure demonstrations and technical engagements are outcome-led, competitively differentiated, and supported by explicit success criteria, ownership, and follow-through.

• Build credibility through deep knowledge of cloud, hybrid, and on-premises security architectures, the customer environment, industry trends, and the competitive landscape.

Strategy, Prioritization, and Orchestration

• Translate subsidiary priorities into a focused technical sales strategy across priority customers, workloads, industries, and competitive scenarios.

• Orchestrate team capacity across opportunities using disciplined qualification, prioritization, coverage planning, and utilization of specialist resources.

• Hold the team accountable for maximizing customer-facing and selling time while maintaining quality, technical integrity, and connection to consumption outcomes.

• Pre-align with account, specialist, customer success, engineering, marketing, and delivery leaders on strategic accounts, win plans, technical blockers, and customer success plans.

• Proactively identify and resolve technical and non-technical blockers by using the right Microsoft programs, investment vehicles, engineering contacts, demonstration environments, and escalation paths.

• Identify recurring field blockers and drive systemic resolution through local and global escalation, process improvement, and reusable guidance.

Technical Excellence and Scale

• Establish and enforce standards, best practices, and quality controls for discovery, architecture sessions, demonstrations, pilots, proofs of concept, handoffs, and deployment planning.

• Promote adaptive architecture patterns that integrate Microsoft Security across identity, data, endpoints, cloud, security operations, applications, and AI.

• Coach the team to design innovative solutions for complex sales scenarios and coordinate the right internal and external stakeholders to execute them.

• Act as a technical thought leader by sharing architectures, field patterns, competitive insights, and best practices through internal communities and customer or industry forums.

• Capture customer feedback and market signals and represent the voice of the customer to product, engineering, business, and sales leadership.

Partner Ecosystem and Competitive Leadership

• Assess partner technical capacity, identify coverage and capability gaps, and develop new opportunities to extend subsidiary reach.

• Coach the team to build a productive partner network and engage partners at the right stage of the customer journey.

• Work with partner and internal leaders to remove blockers, align investment, and build repeatable partner-led security motions.

• Develop team competitive knowledge, identify subject matter experts, and ensure insights are shared across field communities.

• Position Microsoft advantages clearly during architecture and capability discussions and equip the team to execute differentiated compete strategies.