Job description

Overview Lead the future of AI-powered security transformation for some of the world's most influential Telco, Media, and Gaming organizations. The Telco, Media, and Gaming Operating Unit is a high-performing, industry-focused team dedicated to helping customers achieve their most ambitious business outcomes through Microsoft's AI, cloud, security, and data solutions. We partner with industry leaders to unlock innovation, accelerate growth, and build resilient, secure digital businesses. We are seeking a highly motivated and strategic Security Sales Manager to lead a team of Security Specialists within the Telco, Media, Gaming & Entertainment (TMG+) organization. This leader will be responsible for driving Microsoft Security growth by coaching and developing a high-performing sales team, accelerating pipeline creation and deal execution, and helping customers securely transform their businesses in the era of AI. The Security Sales Manager leads a team focused on Microsoft Security solutions including Microsoft E5/E7, Entra, Defender, Sentinel, Purview, Security Copilot, and emerging AI security offerings. The role requires strong business leadership, sales execution, customer engagement, and collaboration across account teams, Azure, Customer Success, Services, Industry Solutions, and partner organizations. Responsibilities Business Leadership & Sales Execution • Lead a large team of Security Specialists to achieve and exceed revenue, consumption, and growth goals across the Microsoft Security portfolio. • Drive predictable pipeline generation, forecast accuracy, opportunity progression, and disciplined execution against quarterly and annual business objectives. • Inspect business performance regularly through pipeline reviews, forecasting rhythms, territory planning, and account strategy sessions. • Develop and execute business plans that accelerate Microsoft Security market share and customer adoption across assigned accounts. Customer & Industry Engagement • Build executive relationships with CISOs, CIOs, security leaders, and business decision makers to position Microsoft as the trusted partner for secure AI transformation. • Support strategic customer engagements, executive briefings, negotiations, and complex deal pursuits. • Help customers modernize security operations, protect AI and data assets, secure identities, and reduce cyber risk using Microsoft Security solutions. Sales Coaching & Talent Development • Recruit, develop, motivate, and retain a diverse, high-performing sales team. • Provide ongoing coaching focused on customer strategy, pipeline development, competitive positioning, deal execution, and executive engagement. • Foster a culture of accountability, growth mindset, collaboration, inclusion, and continuous learning. • Support career development and succession planning for Security Specialists. Cross-Functional Orchestration • Partner closely with Account Teams, Azure sales, Customer Success, Security Engineering, Industry Solutions, Services, GTM, and Partner organizations. • Lead virtual teams to remove blockers, accelerate strategic opportunities, and ensure customer success. • Align resources across Microsoft to maximize customer impact and business outcomes. Security Growth & AI Transformation • Champion Microsoft's Secure AI strategy and drive adoption of Microsoft E7, Agent 365, Security Copilot, Defender, Sentinel, Entra, and Purview solutions. • Lead security conversations that help customers establish trusted platforms for AI, modernize SOC operations, and protect critical data and identities. • Execute priority growth programs, sales accelerators, and strategic initiatives that drive security expansion and customer transformation. Operational Excellence • Maintain rigorous forecast discipline, pipeline hygiene, opportunity quality, and execution excellence. • Analyze business performance data and translate insights into actionable plans. • Ensure compliance with Microsoft sales processes, operational standards, and customer engagement practices. Qualifications Required Qualifications • Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience. Other Requirements This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship. Preferred Qualifications • Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience. • 6+ years solution or services sales experience. • 3+ years people management experience. Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: careers.microsoft.com 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.

Requirements

Must-haves

Lead the future of AI-powered security transformation for some of the world's most influential Telco, Media, and Gaming organizations.
Business Leadership & Sales Execution
Lead a large team of Security Specialists to achieve and exceed revenue, consumption, and growth goals across the Microsoft Security portfolio.
Drive predictable pipeline generation, forecast accuracy, opportunity progression, and disciplined execution against quarterly and annual business objectives.
Inspect business performance regularly through pipeline reviews, forecasting rhythms, territory planning, and account strategy sessions.
Develop and execute business plans that accelerate Microsoft Security market share and customer adoption across assigned accounts.
Customer & Industry Engagement
Build executive relationships with CISOs, CIOs, security leaders, and business decision makers to position Microsoft as the trusted partner for secure AI transformation.
Support strategic customer engagements, executive briefings, negotiations, and complex deal pursuits.
Help customers modernize security operations, protect AI and data assets, secure identities, and reduce cyber risk using Microsoft Security solutions.
Sales Coaching & Talent Development
Recruit, develop, motivate, and retain a diverse, high-performing sales team.
Provide ongoing coaching focused on customer strategy, pipeline development, competitive positioning, deal execution, and executive engagement.
Foster a culture of accountability, growth mindset, collaboration, inclusion, and continuous learning.
Support career development and succession planning for Security Specialists.
Cross-Functional Orchestration
Partner closely with Account Teams, Azure sales, Customer Success, Security Engineering, Industry Solutions, Services, GTM, and Partner organizations.
Lead virtual teams to remove blockers, accelerate strategic opportunities, and ensure customer success.
Align resources across Microsoft to maximize customer impact and business outcomes.
Security Growth & AI Transformation
Champion Microsoft's Secure AI strategy and drive adoption of Microsoft E7, Agent 365, Security Copilot, Defender, Sentinel, Entra, and Purview solutions.
Lead security conversations that help customers establish trusted platforms for AI, modernize SOC operations, and protect critical data and identities.
Execute priority growth programs, sales accelerators, and strategic initiatives that drive security expansion and customer transformation.

Nice-to-haves

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

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aiazure

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