<strong>Tech Talent International (TTI)</strong> 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 <strong>Sales Director - Microsoft Products & Services </strong>for our global IT Transformation client in the Toronto area.<br><br><strong>Role:</strong> <strong>Sales</strong><strong> Director - Microsoft Products & Services<br><br></strong><strong>Type:</strong> Fulltime, Perm<br><br><strong>Salary Range:</strong> $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<br><br><strong>Location: </strong>Remote - Toronto, ON, Canada<br><br><strong>Sales Director - Microsoft Products & Services— Job Description<br><br></strong><strong>What You'll Do:<br><br></strong><ul><li>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. </li><li>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.</li><li>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.</li><li>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 endto-end account ownership with the ability to influence internal partners to advocate for client needs and enhance services and solutions to meet client outcomes.</li><li>Experience with one or more of the following is a plus: cloud infrastructure, application, data and digital / IT transformation consulting</li><li>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.</li><li>Client Director role levels will vary dependent on portfolio size and expansion targets<br><br><br></li></ul><strong>Duties and Responsibilities:<br><br></strong><strong>Account Expansion<br><br></strong><ul><li>Develop, manage and generate expansion revenue through strategic cross-sell, upsell, and multi-product sales for existing installed base accounts</li><li>Plan and map out expansion plans per account using whitespace analysis</li><li>Work with solution and practice leadership to problem-solve internal gaps with strategic solutions</li><li>Bring a sales engineering mindset to coordinate internal technical and solution development teams</li><li>Own client sales proposals and presentations, as well as negotiate and contract</li><li>Manage CRM opportunities from development, qualify, propose to close phase</li><li>Contribute to account-based marketing initiatives to support expansion<br><br><br></li></ul><strong>Deal Leadership<br><br></strong><ul><li>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.</li><li>Lead engagement of key partnerships to support deals (Microsoft, AWS, Oracle), with support from Partnership and Vendor Management functions</li><li>Prepare executives for key meetings including developing materials and account strategies</li><li>Apply understanding of financials to engineer pricing models to support deals</li><li>Has a broad understanding of competitive positioning and competitor strategies to support deal development and negotiation<br><br><br></li></ul><strong>Strategic Account Management<br><br></strong><ul><li>Own a portfolio of complex, enterprise and high-touch accounts (typically between $1M-$4M in annual revenue per account)</li><li>Build deep and wide relationships and develop engagement strategy for top strategic accounts</li><li>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</li><li>Provide trusted advice to clients on services they should retain, expand, or change to maximize business value</li><li>Manage regular cadence of business reviews to review achievement of outcomes, account health, key client milestones, proactively discuss risks and future opportunities</li><li>Ensure regular meetings with clients and engagement activities (including social events) to foster relationships and understand client needs</li><li>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</li><li>Proactively manage all areas of account health and risks (operational, financial, relationship, project). Provide direction and oversight to internal teams to address risks</li><li>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<br><br><br></li></ul><strong>Advisory and Relationship Management<br><br></strong><ul><li>Proactively seek out ways to create more value for clients through increased engagement, efficiencies, and relationship building</li><li>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</li><li>Comfortable with developing custom plans and high level roadmaps for clients to deploy our services and achieve their outcomes</li><li>Coordinate both formal and ad-hoc feedback mechanisms to obtain input from clients at key milestones in their journey and ensure overall client satisfaction</li><li>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</li><li>Ensure reference-ability of customer including case studies and testimonials<br><br><br></li></ul><strong>Requirements:<br><br></strong><ul><li>Role levels vary, the highest of which will require managing $10M+ in annual revenue and achieving growth targets of $1M+ annually</li><li>Must have strong background selling Microsoft products and or services</li><li>Consultative advisory skill set</li><li>Project management and change management discipline</li><li>Excellent client relationship management skills at senior leadership and operational management levels</li><li>Ability to work effectively at the Executive level with both small and enterprise organizations</li><li>Exceptional organizational skills with the ability to handle high levels of workload, delegate and influence internal stakeholders, and ability to multitask.</li><li>Strong commercial, quantitative and analyzing skills with the ability to deliver revenue and profit growth initiative and influence business strategy</li><li>Driven and resourceful with high levels of attention to details and quality control.</li><li>Strong business acumen and able to look at strategic and long-term consequences of actions</li><li>Travel to customer sites as required from time to time<br></li></ul>