Digital Solution Area Specialist (Indonesia)

As a Digital Enterprise Security Sales Specialist, you will play a pivotal role in empowering customers through the unique value of the Microsoft Cloud. You’ll drive day‑to‑day execution of strategic business priorities, sell best‑in‑class cloud security solutions, and accelerate digital transformation for customers, partners, and Microsoft. In Digital Sales, we operate as a globally led, digital‑first organization. Your strong sales skills, understanding of enterprise needs, and ability to build trusted customer relationships will help achieve sales targets. You’ll collaborate across teams while contributing to our Digital Enterprise Sales Culture priorities:  Diversity & Inclusivity, Wellbeing, Sustainability, and Customer Obsession. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. We work with a growth mindset, innovate to empower others, and build a culture of inclusion grounded in respect, integrity, and accountability. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Identifies, develops, proposes, and articulates solutions that align with customer needs. Contributes input and coaches team members on strategies to drive and close prioritized opportunities. Collaborates with partners to cross-sell, up-sell, and co-sell. Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners. Proactively provides analysis of the competitive landscape in supported solution area and decides to pursue or withdrawal. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for assigned accounts. Collaborates with internal teams and partners to conduct business analysis to pursue high-potential customers and develop a target list of potential business. Manages the end-to-end business of the assigned territory.

Role Summary Develop a fundamental understanding of customer business needs to initiate security‑focused digital transformation conversations. Work with account teams, partners, and services to track, qualify, and expand new opportunities. Identify, propose, and articulate security solutions aligned with customer goals. Support deal strategy and closure through structured orchestration across teams. Research competitors and collaborate with Global Black Belts (GBBs) on competitive positioning. Participate in rhythm‑of‑business (ROB) processes to plan and execute for assigned accounts and territory. Conduct business analysis to identify high‑potential customers and build targeted account lists. What You’ll Champion Passion for Security:  Enhance enterprise security capabilities across identity, compliance, and AI‑driven automation. Safeguard Digital Ecosystems:  Advocate for a Zero Trust mindset and help organizations secure their environments. AI‑Driven Security:  Help customers understand how AI and automation can elevate their security posture.

Sales Excellence Manage the end-to-end security business for assigned Majors Growth territory, including forecasting and territory planning. Use customer insights and industry knowledge to explore emerging opportunities and support innovation. Participate in ROB meetings for account planning. Review feedback reports and coach others to improve customer/partner satisfaction. Drive sales and delivery excellence through