Join us in making IT more accessible   

ITI is looking for a Specialist, Sales, Account Growth within its Microsoft team. 

In this strategic role, you will contribute directly to the growth of ITI’s Microsoft practice by transforming insights generated through Professional Services engagements into new business opportunities. 

Working closely with the teams delivering Microsoft solutions across Cloud & AI, Security, AI, and Digital Workplace environments, you will develop a broader understanding of each client’s Microsoft footprint, identify whitespace and emerging needs, and translate these signals into qualified commercial opportunities. 

Primarily internally focused, this role acts as a bridge between Professional Services delivery and the Microsoft sales team. You will not own the customer relationship or the final sales process. Instead, you will identify, structure, qualify, and route opportunities to the appropriate sales specialist, helping ITI systematically grow both product and services revenue within its existing client base. 

Your role at ITI  

You will be responsible for:    

• Collaborate closely with our Professional Services teams delivering Microsoft solutions to understand active engagements, client environments, technology landscapes, and signals that may reveal additional business opportunities; 

• Analyze the broader Microsoft footprint of existing clients beyond the scope of the current engagement, across areas such as Microsoft 365, Azure Infrastructure, Data & AI, Security, Copilot, AI solutions, and associated professional services; 

• Identify whitespace, technology gaps, modernization needs, underutilized solutions, and potential cross-sell or upsell opportunities within ITI’s existing Microsoft client base; 

• Translate delivery insights into actionable sales intelligence by documenting the client context, identified need, potential opportunity, expected value, and recommended next steps; 

• Qualify opportunities internally and route them to the appropriate sales owner based on the nature of the opportunity, including Microsoft 365 Licensing, Microsoft Services, and Cloud & AI; 

• Contribute to the creation and growth of qualified Microsoft pipeline across both product and professional services revenue; 

• Maintain a structured view of identified opportunities and ensure relevant information, status, and follow-ups are documented and communicated to the appropriate stakeholders; 

• Collaborate with delivery architects, project teams, sales specialists, and Microsoft practice leadership to strengthen ITI’s account-growth motion across its installed base; 

• Identify recurring patterns and common opportunities across clients and share insights that can support sales plays, campaigns, and go-to-market initiatives; 

• Maintain up-to-date knowledge of Microsoft offerings, capabilities, and major Microsoft technology trends in order to recognize relevant opportunities as the portfolio evolves. 

This position is for you if...  

• You have a strong business acumen and can recognize opportunities behind a client’s challenges and business needs; 
• You enjoy analyzing information and connecting technology-related issues with business objectives; 
• You are comfortable collaborating with technical teams, architects, consultants, and sales specialists; 
• You enjoy influencing outcomes and contributing to sales success without being directly responsible for client relationships; 
• You are organized, self-directed, and able to manage multiple initiatives simultaneously; 
• You are curious, proactive, and driven by results.

What we’re looking for  

Profile 

• 5+ years of experience in technology sales, account development, sales enablement, pre-sales, customer success, sales operations, or another role involving opportunity identification and account growth;

• Demonstrate a strong understanding of the Microsoft ecosystem and the relationships between Microsoft 365, Azure, Cloud & AI, Data, Security, Copilot, and associated professional services; 

• Be able to understand technology environments at a sufficient level to recognize modernization, adoption, licensing, security, cloud, data, and AI opportunities without needing to act as the technical architect; 

• Demonstrate strong business acumen and the ability to translate technical or operational information into potential commercial opportunities; 

• Have experience identifying cross-sell, upsell, whitespace, or account-expansion opportunities within an existing client base — a strong asset; 

• Be comfortable collaborating with Professional Services, technical delivery teams, sales teams, and business leaders; 

• Be able to qualify and document opportunities clearly, including the context, observed signal, potential need, expected value, and recommended next step; 

• Possess strong analytical, synthesis, and communication skills; 

• Be familiar with CRM systems and sales pipeline management practices; 

• Have experience working within a Microsoft partner, systems integrator, managed service provider, or technology consulting environment — a strong asset; 

• Be fluent in both French and English, spoken and written, in order to collaborate with teams and support a bilingual client base across Canada; 

• Hold relevant Microsoft certifications or demonstrate strong knowledge of Microsoft solution areas — an asset. 

Human qualities  

• Strong curiosity and a proactive mindset; 

• Strong business acumen and growth-oriented mindset; 

• Analytical thinking and the ability to synthesize information effectively; 

• Strong attention to detail and organizational skills; 

• Sound judgment and the ability to prioritize high-value opportunities; 

• Excellent collaboration and influencing skills; 

• Results-oriented and driven by business impact; 

• Adaptability and a commitment to continuous learning.   

What we offer  

Our honour code is to never take you for a number. We support our teams to take on challenges with agility. Each and every one of us has the latitude to move forward and get things done.   

Concretely, this means:   

• A work environment where transparency and honesty reign — where everyone enjoys autonomy and the trust and attention of their leaders ; 

• The ability to divide your time between home and the office — and have truly flexible working hours ; 

• Summer schedule — 8 additional half-days off ; 

• A group insurance plan — adaptable to your needs ; 

• A telehealth service including 24/7 access to medical personnel — to respond to your concerns ; 

• Personal days — to ensure you’re there for life’s important moments ; 

• Floating holidays — to help you take some time off in your busy life ; 

• A Group RRSP — to plan for life after your career ; 

• Continuing education — to develop your skills and help you grow. 

Our values   

We believe how we do something is just as important as what we do.  

We leverage our expertise, ethics, commitment and excellence to advise, collaborate and bring projects to life.  

We are ITI   

We believe in blending styles and backgrounds. In the differences that push us to think differently. That’s why ITI has an Equal Employment Opportunity program and encourages women, ethnic and visible minorities, indigenous people and people with disabilities to submit their application. We are working to become an inclusive employer for all and accommodation measures may be provided, upon request, to persons with disabilities throughout the pre-screening and selection process.