Sales Specialist - Cloud and Modern Work (Microsoft)

Sales Specialist

Cyber Advisors LLC, (CA) headquartered in Maple Grove, MN, is looking for an experienced Sales Specialist. CA is a steadily growing IT managed services provider (MSP) and Cyber security business that specializes in a very high-quality, customer-focused approach to designing, managing, and maintaining our customer's IT environment. We have invested a tremendous amount of time to develop our technology, processes, and support platform. We are now adding to our team of outstanding individuals to help in our growth. Come grow with us!

This is a full-time position -Hybrid. Working hours are Monday-Friday. Preferred to be based in the Twin Cities area for in person client meetings. Salary range is for base pay, this position is eligible for bonuses/variable pay.

Roles and Responsibilities

A Sales Specialist operates at the intersection of deep technical expertise and customer-facing engagement, providing guidance that supports sales without owning full solution architecture. The role is responsible for translating customer business and technical requirements into credible product or solution use cases, delivering detailed technical discovery, demos, proof-of-concepts, statement of work, and competitive positioning. Presales specialists validate feasibility, performance, integration points, and constraints, while advising on best practices, configurations, and trade-offs within defined architectures. They collaborate closely with solution architects to refine designs, ensure technical accuracy, and de-risk proposed solutions, while enabling sales teams with technical solutions.

Sales Specialization

• Develop and execute sales strategies for Cloud and Modern Work (Microsoft) services aligned to customer business objectives, risk posture, and operational maturity—not just product attachment.
• Lead structured discovery to understand customer environments, security gaps, operational challenges, compliance requirements, and service readiness, qualifying opportunities based on technical fit, scope, and delivery feasibility.
• Articulate the business value of professional services, managed services, and cybersecurity offerings.
• Work closely with technical SMEs, solution architects, security engineers, and service delivery leaders to scope engagements accurately, validate assumptions, and ensure proposed services are achievable and profitable.
• Define service scope, effort, timelines, and success criteria for proposals, statements of work (SOWs), and managed service orders (MSOs), ensuring alignment between customer expectations and delivery capabilities.
• Engage confidently in cybersecurity discussions, including licensing requirements, risk management, entitlements, functionality, and managed security services (e.g., Defender, MDR, SOC, Entra, Sentinel, vulnerability management).
• Manage and forecast a services-centric sales pipeline.
• Partner with customer success and service teams to drive renewals, upsell additional services, and expand scope based on evolving customer needs, security maturity, and operational complexity.
• Guide customers through procurement processes and contract negotiations, ensuring pricing, terms, SLGs, and compliance requirements align with organizational standards.
• Provide feedback to leadership, product, and services teams on market trends, customer pain points, competitive pressures, and service improvement opportunities—particularly in managed and cybersecurity services.
• Sales Overlay resource for sales account executives.
• Guide team on developing pitches, quality presentations, sequences, and campaigns.
• Lead and mentor the sales team on increasing effectiveness.
• Ensure solution design will meet or exceed client expectations.
• Confirm Cyber Advisors' technical capabilities align with customer requirements.

Core Attributes:

• A leadership mentality.
• Outside of the box thinking.
• Strong entrepreneurial mind and spirit.
• Excellent verbal, written, and video etiquette.
• Captivating and confident presentation skills.
• Relentless drive for winning and achieving goals.
• Discipline to accomplish sales through a team.
• Strong analytical and critical thinking skills.
• Leverage data and analytics to improve performance.
• Knowledge of the company's ICP and budget goals.
• Ability to conduct market and customer research to identify opportunities for growth.
• Flexibility and adaptability to change.

Technical Skills

Detailed Knowledge:

• Microsoft 365, Azure, Copilot, Fabric, Security Suite
• IT and Cyber Security Professional Services
• Managed IT and Cyber Security Services
• Cyber Security frameworks
• Datacenter infrastructure (Servers, storage, networking, data protection)
• IT security products and providers
• Private, hybrid, and public cloud solutions
• Sales and marketing tools, such as customer relationship management systems

Qualifications

• Proven history of pre-sales engineering expertise.
• Dedication to customer and employee satisfaction.
• Focus on continuous self-improvement and practice self-awareness.
• Demonstrate verbal and written communication skills; ability to communicate with all levels of the organization, clearly and concisely present issues, alternatives, and recommendation(s).
• Demonstrated ability to manage and prioritize multiple tasks, aggressive targets, and deadlines.
• Demonstrated ability to explain complex technical concepts to a non-technical audience.
• Strong trouble-shooting skills across a broad and diverse population and environment.
• Capable of managing internal business goals, key objectives, strategies, and financial performance.
• Previous experience as a sales or implementation engineer, subject matter expert, or sales specialist.
• Ability to communicate, present and influence all levels of the organization, including executive and C-level.
• Proven ability to position products against competitors.

Education and Certifications

Credentials:

• Proven sales experience – 3+ years of relevant experience
• Experience in selling cyber security and managed service solutions.
• Experience with team leadership, development, and management
• Deep Microsoft knowledge and certifications