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.
As a Cybersecurity Partner Solution Sales professional, you will focus on Microsoft’s core Security Solution Area within the SMB segment. You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating at scale across a portfolio of high performing CSP (Cloud Solution Providers) partners. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.
You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies to achieve quarterly CSA (Clous Solution Area) FRA across the SMB Business. You will lead your partners' commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader, developing the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.
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.
Responsibilities
- Own the Cloud Solution Area (CSA) pipeline with assigned partners and leverage investments to drive pipeline velocity in the SMB business
- Be accountable for CSA revenue forecasts across your partner portfolio.
- Drive CSP revenue growth through a scalable portfolio of partners.
- Coach partners on the value of Microsoft solution area plays and the corresponding sales levers to drive Reach, Frequency & Yield
- Responsible for Top Deals with pinned partners (above $ threshold) & updating information in MSX (Microsoft Seller Experience tool)
- Utilize investments and incentives to accelerate deal progression and encourage deployment and consumption.
- Achieve 40% of the total dollar value of all your won/completed opportunities through co-sell w pinned partners
- Support partners in advancing key deals, removing commercial blockers, and addressing competitive challenges.
- Embody our Culture and Values
Qualifications
Required Qualifications:
- Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- 4+ years channel and customer sales experience in the Security solution area
- 2+ years experience with developing and delivering customer demos/proof of concepts for Security across competitive offerings
- 2+ years of technical experience and/or knowledge in ANY of the following:
- Security operations, Threat Intelligence, Cyber Incident Response or Penetration Testing/Red Teaming and understanding on the role of AI in advancing cyber defense methodologies.
- Regenerative AI and/or related technologies in the field of cybersecurity.
- Operating system internals, OS Security migrations and challenges in Windows, Linux, Mac, Android and iOS platforms
- Security Information and Event Management (SIEM) systems
- Major cloud and productivity platforms as well as identity systems and related security concern Cloud security technologies, architectures and concepts such as Zero Trust, cloud security posture management, cloud workload protection, Cloud code security and Cloud infrastructure entitlement management.
- Microsoft security solutions (M365 Defender, Defender for Cloud, Sentinel) or, one or more related technologies such as Prisma Cloud, Crowdstrike, Proofpoint, Splunk, or related.
- Cloud security standards and frameworks such as CIS, NIST, CSA, etc.
Preferred Qualifications:
- Doctorate AND 3+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR
- Master's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR
- Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- Help partners transform and grow their business in the cloud by developing and executing comprehensive partnership plans for a portfolio of partners focus on Cybersecurity.
- Build and grow relationships with channel partners.
- Track pipeline health on key deals to accelerate sales momentum and cloud consumption.
- Experienced in resolving issues with leadership and escalate as required.
- Drive performance management of partners measured by revenue, pipeline, consumption, usage and partner impact.
- Develop strategic content that will allow better positioning of our partnership internally and externally.
Partner Solution Sales IC4 - The typical base pay range for this role across Canada is CAD $103,500 - CAD $170,700 per year.
Find additional pay information here:
Canada pay information | Microsoft Careers
Microsoft will accept applications for the role until July 28th, 2025.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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