Your role at ITI 

You will be responsible for:   

• Own the Cloud & AI specialist sales motion across ITI’s existing and prospective client base, with a primary focus on Azure Infrastructure and Data & AI;

• Develop, qualify, and close complex opportunities combining Microsoft technologies, Azure consumption, and ITI professional services;

• Engage directly with business and technology decision-makers to identify transformation priorities and position relevant Cloud & AI solutions and services;

• Build and manage a qualified Cloud & AI pipeline, taking ownership of opportunities from initial discovery and qualification through proposal, negotiation, and close;

• Lead ITI’s commercial relationship with Microsoft’s Cloud & AI sales organization, including joint account planning, pipeline development, co-sell motions, and go-to-market initiatives;

• Orchestrate ITI architects, technical specialists, Professional Services teams, account executives, and Microsoft resources throughout the sales cycle;

• Translate Cloud, Data, and AI capabilities into clear business outcomes and compelling value propositions while maintaining disciplined management of pipeline, forecasts, and CRM information.

This position is for you if... 

• You are energized by being in front of clients, uncovering opportunities, building strategic relationships, and closing meaningful technology and professional services engagements;

• You enjoy complex consultative selling where business priorities, technology transformation, and commercial strategy need to come together;

• You are comfortable navigating conversations across Azure Infrastructure and Data & AI and can credibly engage business and technology decision-makers without needing to act as the technical architect;

• You have strong commercial instincts and naturally look for opportunities to expand the scope and value of a client relationship;

• You enjoy building relationships with Microsoft sellers and understand how joint pipeline, co-sell, and partner alignment can accelerate business development;

• You are motivated by pipeline creation, revenue growth, Azure consumption, professional services sales, and measurable business results;

• You are comfortable orchestrating multiple stakeholders and bringing together sales, technical, delivery, Microsoft, and client teams around a common commercial objective.

What we’re looking for 

Profile

• 7+ years of experience in technology solution sales, cloud sales, professional services sales, or another consultative sales role involving complex technology solutions;

• Demonstrate strong experience developing, managing, and closing complex technology and professional services opportunities;

• Demonstrate a solid understanding of the Microsoft Azure ecosystem, particularly Azure Infrastructure, cloud migration and modernization, Data & AI, and associated professional services;

• Demonstrate familiarity with modern Cloud & AI capabilities, including data platforms, analytics, Microsoft Fabric, Azure AI, application modernization, and DevOps concepts;

• Be able to engage credibly with business and technology decision-makers and translate their priorities into relevant Cloud & AI transformation opportunities;

• Have experience working with a major technology manufacturer, cloud provider, or partner ecosystem, including joint pipeline development, co-sell, or go-to-market motions — Microsoft experience is a strong asset;

• Demonstrate strong pipeline management, forecasting, account planning, commercial negotiation, and opportunity-management skills;

• Be fluent in both French and English, spoken and written, in order to engage with a bilingual client and partner ecosystem across Canada;

• Relevant Microsoft Cloud, AI, and Azure certifications are considered a significant asset.

Human qualities

• Strong influencing leadership skills with the ability to align and mobilize diverse stakeholders toward common objectives 

• Entrepreneurial mindset with a strong focus on business growth and opportunity development;

• Consultative approach centered on understanding and addressing clients’ business challenges and priorities; 

• Excellent relationship-building skills and strong business acumen, with the ability to navigate complex stakeholder environments; 

• Ability to quickly establish trust, credibility, and long-term strategic relationships; 

• Strategic thinker with a strong execution focus and the discipline to drive results; 

• Agility, resilience, and adaptability in a fast-paced and rapidly evolving technology market