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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.

we are looking for a researcher who can help us stay ahead of the curve. In this role, youll research and build defenses across AI systems, agentic protocols, Identity platforms, and SaaS applications. One day you might analyze a new class of AI prompt injection attacks or Agents abuse, the next youll be hunting through data or creating novel protection mechanisms for them. Youll work closely with product teams to turn research prototypes into real security features. Join our threat protection research team and be part of a team who contributes to Microsofts most advanced and innovative security solutions.

Responsibilities
Responsibilities - - Research and develop detection methods for new and advanced attack techniques - from exploits to implants. Build end-to-end PoCs, from offensive testing to scalable detection, across all our cloud and identity platforms. - Stay up to date on the latest attack trends and build strong detections across the kill chain - covering agentic AI & LLM threats, cloud and identity-based attacks. - Collaborate with multiple product and engineering teams to design the next iteration of security products, implement detection ideas and validate their effectiveness using a data-driven approach. - Collaborate with data science teams to drive ML based protections, understand, and identify detection gaps, capabilities, assumptions, and improvements - Provide cybersecurity expertise as needed during security escalations and incidents to help protect Microsoft and our customers