Solution Engineering Sales Manager - Security
Microsoft
Solution Engineering Sales Manager - Security
Job Description
OverviewWe are hiring a Solution Engineering Sales Manager — Security to lead a team of world-class cybersecurity sellers in the Enterprise tier. 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. 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.ResponsibilitiesPeople 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. QualificationsRequired/minimum qualificationsMaster's Degree in Computer Science, Information Technology, Business or related field AND 4+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR 7+ years technical pre-sales or technical consulting experience OR equivalent experience. Preferred Qualifications8+ years of technical pre-sales, technical consulting, technology delivery, or related experience.6+ years of experience with cloud, hybrid, or on-premises infrastructure, architecture design, migrations, industry standards, or technology management.3+ years of people management experience, including leadership of virtual or distributed teams.Deep cybersecurity experience across one or more of the following: identity and access, data security and compliance, endpoint and extended detection and response, cloud security, security operations, application security, or AI security.Experience leading enterprise technical sales motions, competitive takeouts, multi-workload transformation programs, and partner-led engagements.Demonstrated experience translating complex technical capabilities into customer business value and influencing technical decision makers.Experience leading cross-functional initiatives and complex customer engagements across sales, technical, delivery, engineering, or partner teams. Solution Engineering M5 - The typical base pay range for this role across Canada is CAD $128,000 - CAD $222,400 per year. Find additional pay information here:https://careers.microsoft.com/v2/global/en/canada-pay-information.htmlSolution Engineering M5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 128,000 $ CAD à 222,400 $ CAD par année. Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:https://careers.microsoft.com/v2/global/en/canada-pay-information.htmlCe poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu.This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.Microsoft est un employeur offrant l’égalité d’accès à l’emploi. Tous les candidats qualifiés seront pris en considération pour l’emploi, sans égard à l’âge, à l’ascendance, à la citoyenneté, à la couleur, aux congés médicaux ou familiaux, à l’identité ou à l’expression de genre, aux renseignements génétiques, à l’état d’immigration, à l’état matrimonial, à l’état de santé, à l’origine nationale, à un éventuel handicap physique ou mental, à l’affiliation politique, au statut de vétéran protégé ou au statut militaire, à la race, à l’ethnie, à la religion, au sexe (y compris la grossesse), à l’orientation sexuelle ou à toute autre caractéristique protégée par les lois, ordonnances et règlements locaux applicables. Si vous avez besoin d’aide avec des accommodements religieux et/ou d’un accommodement raisonnable en raison d’un handicap pendant le processus de candidature, apprenez-en plus sur la demande d’accommodement.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.
Locations
- Toronto, ON, CA
Skills Required
- cloudintermediate
Required Qualifications
- Master's Degree in Computer Science, Information Technology, Business or related field AND 4+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years technical pre-sales or technical consulting experience OR 7+ years technical pre-sales or technical consulting experience OR equivalent experience. (experience, 4 years)
Preferred Qualifications
- 8+ years of technical pre-sales, technical consulting, technology delivery, or related experience. (experience, 8 years)
- 6+ years of experience with cloud, hybrid, or on-premises infrastructure, architecture design, migrations, industry standards, or technology management. (experience, 6 years)
- 3+ years of people management experience, including leadership of virtual or distributed teams. (experience, 3 years)
- Deep cybersecurity experience across one or more of the following: identity and access, data security and compliance, endpoint and extended detection and response, cloud security, security operations, application security, or AI security. (experience)
- Experience leading enterprise technical sales motions, competitive takeouts, multi-workload transformation programs, and partner-led engagements. (experience)
- Demonstrated experience translating complex technical capabilities into customer business value and influencing technical decision makers. (experience)
- Experience leading cross-functional initiatives and complex customer engagements across sales, technical, delivery, engineering, or partner teams. (experience)
- Solution Engineering M5 - The typical base pay range for this role across Canada is CAD $128,000 - CAD $222,400 per year. (experience)
- Find additional pay information here:https://careers.microsoft.com/v2/global/en/canada-pay-information.html (experience)
- Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:https://careers.microsoft.com/v2/global/en/canada-pay-information.html (experience)
- Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu. (experience)
- This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. (experience)
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- Position Microsoft advantages clearly during architecture and capability discussions and equip the team to execute differentiated compete strategies.
Benefits
- general: Flexibility: Balance what matters—your work, your life, and your team—through trust, autonomy, and shared accountability
- general: Growth: Stretch your skills, expand your impact, and grow with support that meets you where you are
- general: Wellbeing: Support for your body, mind, and financial future—so you can stay energized and do your best work
- general: Community PCS: Find your people, build your network, and feel supported every step of the way
Travel Requirements
Less than 25%
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