Manager - Account Management Microsoft Security Solutions

The Microsoft Security Sales Lead is responsible for driving revenue growth across enterprise accounts by designing, positioning, and selling Microsoft security solutions—including identity, threat protection, information protection, and cloud security. This field-facing role carries revenue accountability and requires close collaboration across sales, technical, services, and partner teams to deliver integrated security offerings built on the Microsoft stack.

This role suits professionals with deep Microsoft ecosystem experience or strong domain knowledge in cybersecurity, and a proven track record in enterprise sales. Comfort with senior-level stakeholder engagement (CIO/CISO) and cross-functional influence is essential.

Key Responsibilities

Sales & Revenue Growth

• Own and deliver against a quota for Microsoft security products (e.g., Defender, Purview, Entra ID, Sentinel).
• Build and manage a healthy pipeline across new logos, upsell, and renewals.
• Lead full sales cycles: discovery, solutioning, proposal, negotiation, and closing.
• Collaborate with technical teams to deliver POCs, demos, and pilot engagements.
• Track and report key sales metrics: win rates, deal sizes, cycle times.
• Identify adjacent opportunities in cloud, compliance, identity, and governance.
  
  

• Develop and execute a go-to-market strategy for Microsoft security in assigned territory or vertical.
• Prioritize accounts and opportunities; align resources effectively.
• Monitor market trends, competitive dynamics, and Microsoft roadmap.
• Partner with marketing and product teams to create campaigns and sales plays.
  
  

• Build strong relationships with Microsoft teams (PDMs, Solution Specialists, GTM).
• Co-sell with SIs, MSPs, consulting firms, and resellers.
• Lead partner enablement initiatives: training, workshops, joint events.
  
  

• Work cross-functionally with delivery, engineering, and customer success teams.
• Act as internal evangelist and subject-matter expert on Microsoft security.
• Represent the company at customer, partner, and industry events.
  
  

• Monitor pipeline health and forecast accuracy.
• Drive rhythm-of-business cadences: weekly reviews, monthly/quarterly planning.
• Ensure compliance with contracts, licensing, margins, and Microsoft partner policies.
  
  

• Bachelor’s degree in Business, Engineering, Computer Science, IT, or related field.
• 10+ years in enterprise technology sales or account management (8+ with strong track record).
• 5+ years in cybersecurity, cloud, or adjacent solution sales.
• Experience selling Microsoft technologies or working within the Microsoft ecosystem.
• Proven success in complex, multi-stakeholder sales environments.
• Strong executive presence and C-level engagement experience.
• Ability to lead cross-functional teams and influence outcomes.
• Excellent communication, negotiation, and presentation skills.
  
  

• Experience in SI, consulting, or MSSP environments.
• Relevant Microsoft or security certifications (e.g., MS-500, AZ-500, SC-series, CISSP, CISM).
• Experience with global or large enterprise accounts.
• Background in building and scaling partner programs.
• MBA or advanced degree.
  
  

• Strategic Thinking & Business Acumen
• Technical Fluency in Microsoft Security Architecture
• Customer-Centric Selling & Value Articulation
• Stakeholder Management & Influence
• Leadership & Team Coaching
• Metrics-Driven Execution
• Resilience & Adaptability