Overview
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. In this role, you'll engage with customer technical decision makers and influencers in Cybersecurity. You leverage customer context, portfolio expertise, and deep technical or industry knowledge to build credibility with customers. You lead technical wins for technologies. You Leverage resources with minimal support and proactively engages product and support teams to remediate blockers. You engage in partner sell-with scenarios by acting as a liaison and shares visibility on partner resources and processes. You capture core competitive knowledge across solution areas and delivers back to product and engineering teams to enhance capabilities and develop strategies. You provide strategic, technical, and partner input based on Microsoft Security capability to contribute to strategy development. You work with account teams to shape strategic Security win plan and tailor Microsoft messaging. You monitor, analyze, and identify opportunities to promote Security services usage. Responsibilities
Build Strategy:Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, and resources across territories so they can be added and prioritized.Represents the customer to product teams (e.g., Engineering) to shape products and services by providing insights across the territory.Captures core customer compete knowledge across solution areas and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies.Provides strategic, technical, and partner input based on Microsoft capability to contribute to strategy development, leveraging partner and competitor knowledge.Works with account teams to shape strategic customer win strategy and tailor unique Microsoft value messaging to audience.Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer's business outcomes. Identifies opportunities to promote usage.
Scale Customer Engagements:Uses knowledge of customer context, cross-solution, or portfolio expertise, and technical and market/industry knowledge to build credibility with customers individually or at scale.Leverages knowledge of programs and investments (e.g., Microsoft Technology Center (MTC), exec briefing center, partner workshops) and proactively engages with engineering, product, and support teams to remediate blockers.Helps ensure consistency and quality of engagements through adherence of standards and best practices (e.g., managed service provider (MSP), managed certified professional (MCP)). Utilizes common sales and delivery methodology for the Microsoft sales organization to identify and engage customers in new opportunities. Actively seeks and incorporates feedback on customer impact to increase capabilities.Proactively helps to maximize impact of customer engagements by executing on solutions to blockers.Engages with customer technical and business decision makers, and identifying customer needs and issues proactively through technical discovery.Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.Leads and ensures customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value, and influences customer technical buy-in. Utilizes rules of engagement (e.g., role boundaries, handoff strategies), and leverages knowledge of processes (e.g., Managed Service Provider (MSP), co-sell partners), tools, and programs (e.g., FastTrack). Searches for customer references to use in engagements.
Scale Through Partners:Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes. Supports the development and maintenance of relationships with pre-sale team and partners. Self-identifies and selects top 5 to 10 go-to partners on proactive and early engagement in opportunities.
Solution Design and Proof:Presents, applies, and customizes architecture patterns to partners or customers or businesses and drives cross-workload support for Microsoft Solutions.Applies and customizes existing demonstration assets. Demonstrates and oversees demonstrations (e.g., pre-built demos, architectural design sessions (ADS), proof of concept (POC) sessions with partners) of solutions based on multiple Microsoft products through early stage engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
Technical Leadership:Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area. Contributes and participates in Customer Executive Briefing Center sessions. Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.Conducts group training or one-to-many events (e.g., workshops, Webinars) or leverages existing scale enablement programs to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products.Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture. Builds their own readiness plan and proactively identifies learning gaps.QualificationsRequired Qualifications:Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND technical pre-sales or technical consulting experience OR equivalent experience. Strong knowledge and expertise in Cybersecurity.
Preferred Qualifications:Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND extensive technical pre-sales or technical consulting experience OR equivalent experience.Experience with cloud security and hybrid infrastructures, architecture designs, migrations, industry standards, and/or technology management.Certification in relevant (Microsoft or industry) technologies or disciplines (e.g., Microsoft Office 365; Microsoft). Cybersecurity Administrator exams, CISSP certificate).Proficiency in Croatian, Bulgarian or Serbian languages. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.