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Cloud Solution Architects support customers through the whole adoption lifecycle, through planning, adoption, deployment and optimization. This is a customer-facing role, owning the technical relationship between the customer and Microsoft, helping customers to leverage their Microsoft investments through architecture, implementation, and operational health engagements.



Responsibilities
To drive positive customer satisfaction by acting as a trusted advisor to customers.
You will be the voice of the customer and required to provide feedback and insights from customers and partners to global security teams at Microsoft, including engineering and product teams.
To land an end-to-end value proposition for Security (i.e., Zero Trust), which spans the breadth of Microsoft security offerings, focusing on data security, threat protection, identity/access management and cloud security.
To support customers through their adoption lifecycle; from planning to adoption, deployment, followed by optimization. You will support the adoption of Microsoft security products as you lead technical solutioning and nurture customers through their adoption journey.
To deliver technical presentations and product demonstrations to customers. You will present options and propose high-level solutions, working with key Microsoft and partner resources to drive deployment and adoption. While engaging with customers, you will identify cross sell, upsell and Microsoft Unified expansion opportunities, handing these off to relevant teams and supporting the opportunities as required.
To align your individual skilling to team or area demands and customer success goals. You will utilize Microsoft intellectual property to accelerate customer outcomes, share your expertise with colleagues and contribute to the creation of new IP resources.
To lead architectural design sessions to help customers construct plans for implementation of solutions; governing design in line with customer business objectives and their technical environment. The outcome of such sessions being consensus on solution design and next steps toward production deployment.
To collaborate and orchestrate complex end-to-end enterprise security solutions with other Cloud Solution Architects and Microsoft stakeholders.

As a Security Technical Specialist, you will be a senior technical sales leader and trusted customer advisor, working with cutting-edge security technologies such as Microsoft Defender for XDR and Sentinel. You will lead a v-team of other internal, partner and consulting resources to help map Microsoft solutions to customer security challenges and priorities, demonstrate and prove our solutions, and win the technical decision enabling the team to achieve/exceed quarterly and annual revenue targets. You will help solve complex security challenges for our customers, enabling them to help modernize their security architecture and posture



Responsibilities
Primary technical point of contact for potential customers during the sales process, owing and driving technical win for security opportunities
Deep technical understanding of cloud security architectures, solutions/technologies including Microsoft M365 Defender, Defender for cloud and Sentinel and expertise in extended detection and response (XDR), zero trust and cloud security solutions and architectures
Remediate blockers; leads and ensures technical wins for Microsoft Security and adjacent technologies. Engages with and reaches out to customers proactively and independently; builds credibility with customers as a trusted advisor for Microsoft Security; and searches for and uses Microsoft Security customer references; and facilitates handoff to customer success for post sales deployment.
Develop strategies and recommendations to improve the client's security posture, shapes technical win plan and tailors Microsoft messaging to audience for security opportunities. Enhances team capabilities for extended detection and response (XDR), zero trust and cloud security and develops differentiated compete strategies for Microsoft Security for assigned customers.
Lead technical presentations, demonstrations, workshops, architecture design sessions, explain, demonstrate, and architect the solution to help solve customer security challenges and priorities.
Drives cross-workload support for Microsoft solutions for security. Leverages insights and coaches' teams to align new or changing technology to customer security needs.
Responsible for engaging with other teams within and outside the organization throughout the sales cycle. Engaging partners in sell-with scenarios and supporting their technical capabilities is key to scaling solution delivery.

Proactively acts as the voice of the customer/partner and internal communities leveraging relevant insights from feedback tools and systems. Proactively identifies and/or translates customer/partner problems into industry solutions. Drives self and guides other team members to focus on customer/partner experience through efficient delivery and ensuring a seamless and connected customer experience. Anticipates, identifies, escalates, and mitigates blockers using appropriate tools. Delivers solutions in line with company methodologies, ensuring proven practices and patterns are followed. Proactively identifies and anticipates new cross-solution opportunities for Consumption, Usage & Unified expansion at scale. Operates according to required operational excellence and proven practice standards throughout all sales stages/activities/tools of record. Leverages market insights and demand signals. Leads, mentors, and may assemble virtual teams using knowledge of Microsoft architectures and their context in the competitive landscape. Proactively identifies and anticipates gaps that enable solutions to scale across customers.



Responsibilities
Delivers solutions in line with company methodologies (e.g., product offerings such as value-based deliverables [VBDs], advice, training, technical validation), ensuring proven practices and patterns are followed to prepare complex customers for operational readiness and achievement of their business goals and targets. Leveraging knowledge of change management proven practices and/or involving the change management team, proactively helps the customer deploy for long-term organizational adoption to increase customer satisfaction and drive consumption/usage. Guides complex customers/partners towards a well-architected (e.g., secure, resilient, artificial intelligence [AI]-enabled), and cost- and performance-optimized solution to increase retention and expansion opportunities. Articulates the value of Unified and supports sellers, partnering with account teams to build consumption plans aligned with appropriate services. Provides feedback to Unified Delivery Team on VBDs to refine and further develop content.

Proactively identifies and anticipates new cross-solution opportunities for Consumption, Usage & Unified expansion (especially Enhanced Solutions) at scale based on business value to customer/partner and clear understanding of the Microsoft value proposition for supported platforms to empower cloud success, foster and strengthen security and resiliency, and drive AI innovation. Strategically consults with, actively listens to, and respectfully challenges customers/partners, building trust to then advocate for alternative architectures/solutions/approaches that shape and/or enhance customer requirements. Identifies, anticipates, and evaluates industry trends (e.g., customer industry verticals, information technology [IT] industry), gathers customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and maps both existing and novel architecture and digital transformation solutions to customer/partner business outcomes. Proactively anticipates and captures opportunities in appropriate systems, processes, and tools, working collaboratively across the organization to execute on opportunities aligned with Microsoft's Customer Engagement Model.

You will serve as the technical sales leader in customer engagements: defining win strategies, shaping architectures, orchestrating proof of concepts (POCs) and workshops, and positioning Azure as the platform of choice. By combining technical credibility, business insight, and market awareness, you will enable startups and ISVs to scale securely, rapidly, and innovatively on Microsoft Azure.



Responsibilities
Customer Engagement- Lead technical sales strategy with digital native customers, aligning Azure capabilities to their innovation roadmaps and growth priorities.
- Build trusted relationships with CTOs, engineering leaders, and decision-makers, positioning Microsoft as a strategic partner.
- Translate business challenges into technical solution architectures, showing how Azure can accelerate product delivery, optimize costs, and enable AI-driven innovation.
- Co-create customer success plans and ensure technical adoption milestones are achieved.
- Guide customers through migration, modernization, data & AI, and security adoption journeys.Sales & Pipeline Management- Define and drive technical win strategies for complex opportunities, orchestrating technical resources (Customer Engineers, Architects, ISD, and Partners).
- Ensure architecture design sessions, POCs, and technical workshops are delivered with customers not directly by you, but through orchestration of the right resources achieving the required technical outcomes.
- Maintain strong pipeline discipline and forecast accuracy, tracking both technical progress and business metrics (consumption, usage, renewals).
- Identify and prioritize whitespace opportunities using AI-driven insights, customer usage data, and market trends.Sales Strategy & Market Development (SSP Focused)- Act as the technical thought leader for Azure in the digital native and startup ecosystem.
- Differentiate Azure from AWS/GCP in technical discussions demonstrating superior security, performance, cost optimization, and AI integration.
- Provide technical depth in cloud-native architectures (containers, Kubernetes, serverless), data & AI platforms, and application modernization.
- Stay ahead of emerging technologies and startup ecosystem trends (open-source adoption, VC-backed growth models, AI innovation) to proactively guide customers.
- Represent Microsoft at startup community events, accelerators, and ISV forums, reinforcing Azures position as the preferred technical platform.
- Act as a trusted advisor, bringing business-contextualized technical insights to help customers balance speed, innovation, and governance.