• Drive growth and expand market opportunities for Aerojet Rocketdyne (AR) Missile Solutions sector. • Serve as the primary business development and capture representative for assigned Advance Program portfolio. • Conduct significant customer and stakeholder engagements to cultivate relationships with key individuals in the U.S. Government, Agencies and missile Prime contractors. • Conduct market research and analysis to identify opportunities for business or program expansion. • Establish win strategies and partner with MS Center of Excellence representatives. • Maintain understanding of customer (U.S. Government and missile Prime contractor) requirements, plans, strategies, etc. • Support AR and MS leadership in meetings with U.S. Government and Industry customers. • Identify and guide Program Teams on issues impacting current or future MS programs and pursuits. • Build and maintain accurate customer relations, pursuit, and program status entries. • Directly represent MS with L3Harris Service and International Executive leadership. • Actively manage internal discretionary resources and funding to shape and capture new business opportunities.

• Acquiring comprehensive knowledge of the client’s financial situation to create goal-based investment and financial plans. • Advising clients on estate planning to meet their needs and goals, in collaboration with internal and external resources. • Providing quotes, upselling and/or cross-selling other products and conducting front-line risk assessment in accordance with underwriting guidelines. • Cultivating, developing and maintain community relationships to enhance the branch’s visibility and maximize new business opportunities. • This role involves direct contact with clients and/or service providers in their environment.

• Coordenar iniciativas técnicas e operacionais de segurança • Liderar profissionais da área e atuar de forma próxima com times de engenharia, produto, dados e infraestrutura cloud • Liderar e desenvolver o time de segurança cibernética, realizando 1:1, feedbacks contínuos, PDI e acompanhamento de performance • Apoiar no processo de controle de orçamento da área • Garantir o bom funcionamento da operação de segurança e priorização adequada das iniciativas • Ajudar a promover cultura de segurança dentro da empresa • Coordenar projetos garantindo o correto planejamento, execução, acompanhamento de métricas e comunicação eficaz com as demais áreas em iniciativas relacionadas a: Identity and Access Management (IAM), Mobile Device Management (MDM), Endpoint Security, Cloud Security (ambiente multicloud), Vulnerability Management, SOC / Detection & Response, Red Team / Offensive Security, Governança, Risco e Compliance (GRC)

Overview Are you passionate about helping education organizations unlock the full potential of their data and artificial intelligence capabilities—while keeping them secure? As a Digital Security Specialist, you will be at the forefront of protecting mission-driven organizations from increasingly sophisticated cyber threats. You’ll guide education institutions through their digital transformation journey by delivering Microsoft’s cloud security solutions, including AI-driven threat detection, extended detection and response (XDR), SIEM, zero trust architecture, and multi-cloud security. Your role will be pivotal in helping education clients modernize infrastructure, safeguard sensitive data, and build resilient, secure environments that uphold trust and continuity of care.  As a Digital Security Specialist, you’ll work with customers to identify their cybersecurity needs and recommend suitable Microsoft solutions. You’ll collaborate with various customer groups to enhance their security through digital transformation strategies. Leading customer conversations, you’ll coordinate with internal teams and partners to maximize security opportunities.   Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.  Responsibilities - Be the security subject matter expert for your assigned territory. Lead and plan for accounts across territories, prepare business analysis pursuing sales opportunities and manage the End-to-End Security business.  - Develop a book of business of sales opportunities, ensuring that sales targets are met or exceeded.  - Build, own and manage CISO and other key stakeholders' relationships in your accounts driving awareness and excitement for Microsoft security platform value and influence long term strategic direction. Understand customer budget, timeline and buying process.  - Understand customer cloud and security initiatives, compete landscape as well as gaps between current and desired security posture. Capture the opportunity of customers journey to balance the need for security and employee productivity with the right process and visibility.   - Demo and whiteboard the cloud security solutions and the relevant security architecture. Lead and orchestrate V-Team to drive an end-to-end value selling from discovery to demonstrating and proving business value.  - Engage security partners to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services.  - Perform ROI and TCO analysis and leverage various commercial offers and programs to build a compelling business case accelerating negotiations and deal closure. Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates within sales CRM.  - Embody our Culture and Values  Qualifications Required/minimum qualifications - Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience. Additional or preferred qualifications - Certifications: One or more of the following certifications: CISSP, CCSP, SC-500, AZ-900  - 3+ years of solution sales or consulting services sales experience  - Technical passion with good understanding of cloud security  - Threat protection (Endpoint security, E-mail security, Incident Response, etc.), Kill Chain, CNAPP, SIEM, Multi-Cloud Security, Identity and Access management  - Experience with competitor Security solutions (e.g. Palo Alto, Splunk, CrowdStrike) Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.