Sales Director & Microsoft Products & Services

Tech Talent International (TTI) supplies talent to a variety of clients ranging from Fortune 100/500/1000 companies, to mid‑sized and start‑up organizations in Canada/US and Europe. We are currently hiring for a Sales Director - Microsoft Products & Services for our global IT Transformation client in the Toronto area. Role: Sales Director - Microsoft Products & Services Type: Fulltime, Perm Salary Range: $140,000 - $150,000 as base salary depending on overall experience + uncapped commission (OTEs of about 300k) + sales accelerators + 3 weeks vacation + benefits + unlimited sick days, RRSP and much more Location: Remote - Toronto, ON, Canada Sales Director - Microsoft Products & Services — Job Description What You’ll Do: • Our client is seeking a Client Director who has a heavy focus on Microsoft tech to join their team of dedicated customer‑centric professionals. The role will own a dynamic portfolio of accounts and strategically engage with clients on topics ranging from account management, renewals, strategic solution guidance, technology roadmap planning, and future state cloud and digital strategies. • The role will be ultimately accountable to help clients maximize business value and usage of products and solutions while ensuring a high quality client experience. • The ideal candidate is motivated by helping clients with technology planning and problem‑solving, and making a direct impact on client business operations as well as on evolving internal methods and procedures. • The role requires strong client‑facing capabilities (10+ years), and a mix of relationship management, business development, transformational planning, and an understanding of cloud/digital capabilities. The candidate will bring a mindset of end‑to‑end account ownership with the ability to influence internal partners to advocate for client needs and enhance services and solutions to meet client outcomes. • Experience with one or more of the following is a plus: cloud infrastructure, application, data and digital / IT transformation consulting • Reporting to the VP of Sales, Existing Business, the role will work regularly with Operational and Delivery teams, Project Management, Marketing, and Solution / Practice Leadership, well as the Executive Leadership Team on account planning for top accounts. • Client Director role levels will vary dependent on portfolio size and expansion targets Duties and Responsibilities: Account Expansion • Develop, manage and generate expansion revenue through strategic cross‑sell, upsell, and multi‑product sales for existing installed base accounts • Plan and map out expansion plans per account using whitespace analysis • Work with solution and practice leadership to problem‑solve internal gaps with strategic solutions • Bring a sales engineering mindset to coordinate internal technical and solution development teams • Own client sales proposals and presentations, as well as negotiate and contract • Manage CRM opportunities from development, qualify, propose to close phase • Contribute to account‑based marketing initiatives to support expansion Deal Leadership • Manage complex, large, often bespoke and multi‑product bids, including proposal decks, presentations, RFPs, and SOWs with support from pre‑sales. This may include complex renewals. • Lead engagement of key partnerships to support deals (Microsoft, AWS, Oracle), with support from Partnership and Vendor Management functions • Prepare executives for key meetings including developing materials and account strategies • Apply understanding of financials to engineer pricing models to support deals • Has a broad understanding of competitive positioning and competitor strategies to support deal development and negotiation Strategic Account Management • Own a portfolio of complex, enterprise and high‑touch accounts (typically between $1M-$4M in annual revenue per account) • Build deep and wide relationships and develop engagement strategy for top strategic accounts • Understand client's short- and long‑term business goals and develop account plans that include an understanding of their business outcomes and our roadmap to achieve them with solutions • Provide trusted advice to clients on services they should retain, expand, or change to maximize business value • Manage regular cadence of business reviews to review achievement of outcomes, account health, key client milestones, proactively discuss risks and future opportunities • Ensure regular meetings with clients and engagement activities (including social events) to foster relationships and understand client needs • Manage and lead the activities for customer renewals including renewal offer development (bundles, discounts, add‑on's), renewal margin analysis with Finance, and negotiation & contracting • Proactively manage all areas of account health and risks (operational, financial, relationship, project). Provide direction and oversight to internal teams to address risks • Ensure that customer deliverables are documented clearly and have executed contracts that provide the scope of services adjusting through addendums and change orders as required Advisory and Relationship Management • Proactively seek out ways to create more value for clients through increased engagement, efficiencies, and relationship building • Lead discovery sessions with client executives, facilitate workshops that address technology solutions to meet critical business needs; gather additional strategic client insights through curated interactions • Comfortable with developing custom plans and high level roadmaps for clients to deploy our services and achieve their outcomes • Coordinate both formal and ad‑hoc feedback mechanisms to obtain input from clients at key milestones in their journey and ensure overall client satisfaction • Bring best practices, expertise and resources related to industry trends; maintain a high level of industry knowledge and attend industry conferences (Microsoft, AWS, etc.) to remain on top of key trends • Ensure reference-ability of customer including case studies and testimonials Requirements: • Role levels vary, the highest of which will require managing $10M+ in annual revenue and achieving growth targets of $1M+ annually • Must have strong background selling Microsoft products and or services • Consultative advisory skill set • Project management and change management discipline • Excellent client relationship management skills at senior leadership and operational management levels • Ability to work effectively at the Executive level with both small and enterprise organizations • Exceptional organizational skills with the ability to handle high levels of workload, delegate and influence internal stakeholders, and ability to multitask. • Strong commercial, quantitative and analyzing skills with the ability to deliver revenue and profit growth initiative and influence business strategy • Driven and resourceful with high levels of attention to details and quality control. • Strong business acumen and able to look at strategic and long‑term consequences of actions • Travel to customer sites as required from time to time

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