Principal Security Specialist

4週間前

Tokyo Microsoft
Overview

Are you a cybersecurity expert with deep knowledge of Microsoft Defender XDR, Purview, and leading industry security solutions? Do you thrive on collaboration, tackling the most complex challenges, and earning the trust of customers? Are you endlessly curious—embracing uncertainty, taking smart risks, and learning quickly from every experience? If this sounds like you, we want you on our team


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 Principal Security Specialist, you will lead from the field—shaping cybersecurity thought leadership with our most strategic SME&C customers and partners—while establishing a resilient security foundation for AI and digital transformation across our organizations of all types.

We are looking for a senior, dynamic sales‑and‑technical individual with executive presence:

equally comfortable going deep on cybersecurity architecture and controls, tying technology to business outcomes and risk, and leading CISO‑level conversations that win the toughest pursuits and earn credibility with even the most skeptical stakeholders.


As the best of the best in our Digital Solution Specialist team, you must thrive in dynamic, sometimes ambiguous environments—learning fast, collaborating across teams, rebuilding trust with customers when they are most vulnerable or when they're considering alternatives, and leading decisive defensive positioning when competitors threaten established Microsoft relationships.

As a field multiplier and coach, you must elevate others by sharing compete 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 compete 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 a innovation within the team.
Qualifications


Required Qualifications :
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
Language fluency both in Japanese and English
Additional Or Preferred Qualifications

11+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience
6+ years of solution or services sales experience.
3+ year(s) of people management experience.
Strategic thinking & execution.

Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.

Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
High Performer.

Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.

Collaborative.

Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.

Growth Mindset.

Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.

Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.

Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
Experience driving new sales and customers using innovative approaches, leveraging partnership events, social selling (Linkedln) and networking.

Technical breadth:
Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.

Technical Skills:
SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance) preferred.

Leader:
Demonstrated sales and partner management experience with executive communications, engagement and influence

Overachiever:
Exceeds sales goals in an assigned sales territory

Proficient:
Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
Competes to win new market share.

Influential:
Significant experience delivering persuasive presentations to business decision makers.
#JapanSMEC


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.

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