Overview Are you a cybersecurity expert with deep knowledge of Microsoft Defender XDR, Purview, and leading industry security solutions? Do you thrive on collaboration, tackle complex challenges, and earn the trust of customers? If this sounds like you, we want you on our team.
SME&C (Small Medium Enterprises and Channel) is a high-growth, AI-powered global sales team focused on customer success. We unite our Small Medium Business, Corporate, Strategy, and Partner teams to unlock large customer opportunities, backed by significant investments. We are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is a culture of innovation, opportunity, and inclusivity. You will be part of a diverse, high-performing, customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment, SME&C DACH could be the next step in your career.
Role Customer Security Officer, SME&C DACH — you will lead from the field, shaping cybersecurity thought leadership with our most strategic customers and partners, while establishing a resilient security foundation for AI and digital transformation across our organizations. We seek a senior, dynamic sales‑and‑technical individual with executive presence who can dive into cybersecurity architecture and controls, connect technology to business outcomes and risk, and lead CISO‑level conversations that win pursuits and earn credibility with skeptical stakeholders.
As a top performer in the DACH Digital Solution Specialist team, you must thrive in dynamic environments, learn quickly, collaborate across teams, rebuild trust with customers, and lead decisive defensive positioning when competitors threaten Microsoft relationships. You will elevate others by sharing competitive insights, executive talk tracks, and practical discovery guides that accelerate deals and strengthen customer confidence.
Responsibilities Sales & Technical Leadership
Demonstrate executive presence and deep cybersecurity expertise, connecting technology to business outcomes and risk.
Act as a thought leader with strong business and market knowledge to align Microsoft solutions with customer impact.
Field Multiplier & Coaching
Create and share competitive playbooks, executive talk tracks, and discovery guides.
Co-sell with Digital Solution Specialists (DSS) and partners to strengthen overall team capability.
Mentor and coach teams to identify and pursue new security opportunities using a business value selling approach.
Sales Execution
Bring impactful industry insights into customer engagements.
Lead virtual, cross-organizational teams on strategic projects and high-impact solution deployments that enable digital transformation.
Orchestrate strategies for driving and closing opportunities; guide teams on customer engagement and needs assessment.
Compete Intelligence
Document and share key competitive insights with the field to improve sales motions.
Growth Mindset
Demonstrate a commitment to continuous learning in cybersecurity and foster innovation within the team.
Qualifications German and English fluency, written and spoken
9+ years of technology-related sales or account management experience
OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience
Cybersecurity industry experience. Microsoft security portfolio knowledge preferred
Demonstrated experience selling complex, cloud-based solutions to small and medium enterprise customers
Proven seller coaching and negotiation experience
Demonstrated experience driving adoption across multiple stakeholders with varying agendas
Solid understanding of security market and complete solutions
Strategic thinking & execution. Ability to develop sales and business strategy options, while also executing plans and building relationships
Excellent communicator with strong negotiation, organizational, presentation, financial acumen, written, and verbal skills
High performer, driven to exceed goals and compete effectively
Ability to work with Microsoft teams, partners, engineering, and marketing to solve customer issues and deliver results
Growth mindset with positive problem-solving, learning, and development
Purposeful planner & executor — delivers business impact with intentional planning and coaching rhythms
Disciplined operator — maintains excellence in pipeline management and forecasting
Experience driving new sales and customers using innovative approaches, including partnerships, social selling, and networking
Technical breadth across cloud, hybrid infrastructures, productivity and security tech, and industry standards
Technical skills: SC-900 or readiness to attain MS-900 within 3 months; experience with M365 platform and Modern Work is preferred
Leader with executive communications and influence
Overachiever—consistently exceeds sales goals
Proficient in complex sales training and methodologies
Competitor-focused with ability to win new market share
Influential presenter to business decision makers
Solid people management experience
In line with our Flexible Work approach, for roles at Microsoft Germany, Austria, and Switzerland, we recommend spending at least two days per week in the office or at the customer site.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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