Senior Cloud & AI Sales Specialist | Azure Infrastructure, Data & AI

ITI is looking to welcome a Senior Cloud & AI Sales Specialist within its Microsoft team.

In this strategic sales role, you will lead the commercial development of ITI’s Microsoft Cloud & AI practice, with a primary focus on Azure Infrastructure and Data & AI, while also supporting opportunities related to application modernization, DevOps, analytics, and emerging AI solutions.

You will work directly with business and technology decision-makers to identify transformation priorities, develop new opportunities, position Microsoft technologies and ITI professional services, and lead opportunities through the sales cycle to close.

As a senior Cloud & AI sales specialist, you will combine strong commercial instincts with a solid understanding of the Microsoft Azure ecosystem. You will not be expected to act as the technical architect. Instead, you will orchestrate the right technical, delivery, Microsoft, and commercial resources to build compelling solutions and move opportunities forward.

You will also lead ITI’s commercial relationship with Microsoft’s Cloud & AI sales organization, aligning joint priorities, developing shared pipeline, driving co-sell motions, and strengthening ITI’s positioning within Microsoft-led opportunities.

Your mandate will span both Microsoft technology and Azure consumption growth, as well as ITI professional services, allowing you to develop complete Cloud & AI transformation opportunities rather than focusing on a single product or service.

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

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.

Our simple recruitment process

Simplifying things is in our DNA.

If your application is selected, you will be invited to an initial virtual interview with our recruitment specialist. If this interview is successful for both of us, you will be invited to a virtual interview with the hiring manager and our recruitment specialist. If necessary, a technical interview may be added to the process for IT positions.

All applications are treated as confidential.

By submitting your application for this position, you consent to our collection and use of your personal information for the purpose of evaluating your application. If your application is unsuccessful, you also consent to our contacting you regarding similar job opportunities. You can consult our Privacy Policy at CONFIDENTIALITY-AND-PRIVACY-PROTECTION-POLICY

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