Security Solution Sales Manager

Overview

The Security Solution Sales Manager leads a team of 11 Security Specialists covering Central and Western Ontario's Enterprise Commercial segment—including Canada's largest banks, energy providers, and telecommunications companies. This role is accountable for driving Microsoft's security growth strategy across identity, compliance, threat protection, and cloud security solutions.You will:Own regional security sales execution for Enterprise Commercial customers, aligning to Microsoft's AI and cloud transformation vision.Lead and develop a high-performing team, ensuring adherence to sales frameworks, operational rigor, and forecast accuracy.Engage at the executive level with customers and partners to position Microsoft as a trusted advisor for security and compliance.Drive innovation and differentiation, leveraging AI-powered insights and cloud capabilities to accelerate customer adoption and business outcomes.Collaborate cross-functionally to integrate security into broader solution plays and deliver end-to-end transformation.Success in this role means:Meeting and exceeding security revenue and consumption targets.Building deep customer trust through strategic engagement.Developing talent and fostering a culture of growth, agility, and inclusion.

Responsibilities

Customer Engagement

• Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Leverages expertise in strategy development to empower teams in securing complex, high-value deals. Drives collaboration across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle. Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory.

• Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Leads partner teams, resources and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle. Leads team on leading partner organization connections (i.e. GPS) that lead to enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual's capabilities and aspirations. Invest in the growth of others.

Sales & Pipeline Management

• Sets the direction for business analysis and the emerging opportunities to refine the customer portfolio and foster customer innovation across multiple teams. Advocates for the adoption of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth across the territory. Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Directs teams in refining partner engagement for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.

• Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

Sales Strategy

• Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Empowers teams to drive cross-functional collaboration to propose solutions and strategies that resonate with and drive customer business objectives. Drives the identification and resolution of gaps, enhancing market engagement and maximizing sales execution.

• Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Acts as a resource for and drives team on crafting and refining strategies and engaging with customers to distinguish Microsoft's offerings in the competitive landscape. Leads team on acting as a subject matter expert and trusted advisor for strategic customers and orchestrating the adoption of innovative technologies and solutions that align with their goals align and advance their strategic goals and drive digital transformation.

• Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Translates and provides guidance on complex market intelligence, trends, and insights across multiple teams. Leads team in refining and evolving market analysis methodologies to ensure proactive alignment with strategic directives and evolving market trends.

• Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Serves as a key point of contact and ensures strategic collaboration with internal senior stakeholders within and across organizations to maximize customer success. Directs partnerships with account teams and customers to discuss the use of technological advancements for market influence. Champions and reinforces security principles in customer interactions, opportunity, and pursuits to uphold trust and compliance standards. Models for and coaches team on, and develops a team consumption/usage strategy for driving seller behaviors that include support solutions in every solution sale in collaboration cross organizationally as part of rhythms and scrums.

Qualifications

Required/minimum 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.
• Experience with or Knowledge of Cyber Security.

Additional or preferred qualifications

• 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 Canada is CAD $142,800 - CAD $214,900 per year.

Find additional pay information here:

Solution Area Specialists M5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 142,800 $ CAD à 214,900 $ CAD par année.

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:

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.

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.