Introduction Founded in 1978, Dicker Data is Australia’s leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ. An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life. Our Vision To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics. Our Values At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success: Agile Solution focused Respect for all people Integrity in the way we operate Description Reporting to the Modern Work & Security Practice Lead, the Microsoft Security Sales Specialist is responsible for leading partner engagement and accelerating customer acquisition for Microsoft's security solutions nationally. The idea candidate will be based on the East Coast (QLD/NSW/VIC) though WA will also be considered for the right candidate. Goals and Objectives Drive the acquisition motion for new Microsoft Security customers with partners in the indirect ecosystems. Be an entrepreneurial and motivated individual focused on building a book of business around a set of offerings, capabilities, and solutions in the marketplace. Demonstrate expertise in both the business outcomes and technology aspects of the Security practice. Leverage experience in working with various go-to-market and sales channels to support sales and drive business growth. Collaborate with partners to drive joint business initiatives for Dicker Data and Microsoft. Achieve assigned revenue and usage targets across the region, driving both team and individual performance. Develop and execute strategies for Security to ensure long-term CSP revenue and growth. Confidently chair partner and customer workshops and deliver solution presentations. Responsibilities Define and work with a selection of approximately 15-20 top resellers who will drive security in the SMB segment in a scalable way by growing the marketing and sales capabilities of the selected top resellers. Work with the resellers to develop a lifecycle management practice, renewal motion, and upsell conversations to drive programmatic upsell and grow new customer acquisition and premium mix for security. Utilise Microsoft targeting tools like Cloud Ascent and programs like Co-op, SMB Workshops, and Solution Assessments to drive the conversation about security workloads. Implement a Rhythm of Business with the selected resellers and local Microsoft stakeholders. Monitor progress, provide feedback, and implement corrective action if required. Drive partner outreach and demand generation through all available media (email, Teams, social media, and phone), promote offers and campaigns, and drive excitement for the Microsoft and distributor partnership opportunity. Drive new cyber channel acquisition and activation to service SMB customers at scale. Identify active cyber resellers and leverage existing Threat Protection play assets/resources to target potential new customers. Identify Microsoft 365 E3Mini-bundle or E5 upsell targets among the base of resellers. Identify GTM opportunity with MSSP player to activate the channel to defend against threats. Reinforce security roadmap and certification (align with SMB Security Pathway). Articulate the role of investments, incentives, and offers in accelerating sales. Skills And Experiences Qualifications: 7 years of core sales, channel sales, security solution selling, and business development experience. 3 years of Microsoft security products or similar solutions. 2 years of experience working in the distribution channel for Small & Medium Business (SMB) customers. Basic understanding of security and the Microsoft partner ecosystem. Preferably experience working at a partner / hoster / telco / service provider or competing technology vendor. Skills and Competencies Solutions-focused mindset. Proactive orientation and driven by outcomes. High integrity and respect for others. Strong collaboration and teamwork. Excellent time management an attention to detail.