Position:

Microsoft Partner Solution Specialist - Security

Job Description:

The Partner Sales Specialist – Microsoft Security is a partner-facing sales acceleration and enablement role focused on driving adoption, upgrades, and revenue across Microsoft Security solutions, including Modern Work security SKUs and Azure security services. This role is critical for activating partners to sell, upgrade, and attach Microsoft security solutions more effectively across their customer base.

Working closely with Channel Managers, Microsoft field teams, and Arrow internal sales and technical resources, this role helps partners build repeatable, security-led sales motions that increase customer protection, license attach, and cloud consumption.

This role is ideal for a security-minded operator who understands how to translate risk, compliance, and protection into clear business value and revenue outcomes.

What You'll Be Doing:

Partner Enablement & Security Readiness

• Drive partner enablement across Microsoft Security, including:

  • Modern Work security upgrades (Defender, Entra, Purview, advanced M365 security SKUs)

  • Azure security services (Defender for Cloud, Sentinel, identity and workload protection)

• Enable partner sales and technical teams on:

  • Security positioning tied to customer risk and business outcomes

  • SKU upgrade paths and attach strategies

  • Security assessments, discovery motions, and roadmap conversations

• Help partners move from license-only conversations to security-led value selling

Sales Acceleration & Upgrade Motions

• Support partners in driving:

  • Modern Work security SKU upgrades within existing M365 customers

  • Azure security adoption alongside infrastructure, data, and AI workloads

• Assist with:

  • Opportunity qualification and solution alignment

  • Security workload mapping to customer environments

  • Positioning Microsoft Security as a platform, not point tools

• Reinforce Microsoft security priorities and sales plays in the field

Go-To-Market Execution

• Execute security-focused GTM initiatives including:

  • Partner workshops and security enablement sessions

  • Campaigns targeting M365 security uplift and Azure security attach

  • Joint partner and Microsoft-led security motions

• Align GTMs to:

  • Microsoft security incentives and priorities

  • Arrow growth initiatives and consumption goals

Cross-Functional Collaboration

• Partner with Arrow teams across:

  • Channel and partner management

  • Cloud and security sales

  • Technical enablement and marketing

• Coordinate with Microsoft stakeholders to:

  • Stay aligned to security strategy and messaging

  • Support field-driven security opportunities and campaigns

What We’re Looking For:

Core Experience

• 3–6+ years in partner sales, sales enablement, security pre-sales, or channel roles

• Experience working with Microsoft partners or Microsoft security solutions

• Strong familiarity with:

  • Microsoft 365 security and compliance capabilities

  • Azure security services and identity protection

  • Security upgrade and attach motions

Skillset & Mindset

• Ability to position security in business and risk-based terms

• Strong presentation and enablement skills

• Comfortable engaging both sales and technical audiences

• Organized, process-driven, and execution-focused

• Curious and motivated to stay current on the evolving threat landscape

Personal Attributes

• Collaborative, team-first mindset

• Confident and credible in security conversations

• High energy with strong follow-through

• Detail-oriented with a bias toward action

Experience / Education

• Bachelor’s degree preferred

• Equivalent relevant experience considered

• Microsoft Security certifications or training experience a strong plus

Work Arrangement:

Hybrid: Tuesday, Wednesday, Thursday required office days for Panorama Office site; Monday, Friday-work from home.

What’s In It For You:

At Arrow, we recognize th