Company: Microsoft

Location: Toronto, ON

Expected salary: $169300 per year

Job date: Fri, 22 Aug 2025 00:21:39 GMT

Job description: At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.Microsoft is hiring Digital Solution Specialist in Microsoft Cloud solution area Workforce AI. You will own the end-to-end sales performance for your respective solution area across the region’s corporate segment. In this role, you will lead the sales strategy and execution for your focus area, coach and orchestrate first-line managers and specialists, and serve as the voice of the field to worldwide teams. This opportunity allows you to accelerate your career growth by driving a critical piece of the Microsoft Cloud business, developing deep business and technical acumen in your solution domain, honing your coaching and leadership skills, and becoming adept at large-scale deal strategy and partner engagement – all while shaping the future of how we empower customers in FY26 and beyond. up to 50% from home.The Microsoft Cloud is the most comprehensive and trusted cloud platform in the industry – spanning cutting-edge solutions in Security, Workforce AI, AI Business Process, and Azure. At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our high-growth, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform.Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.Responsibilities:Sales ExcellenceCollaborates with partners and resources and leverages customer insights or industry knowledge; contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.Manages the end-to-end business of the assigned territory; conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients’ overall experience; manages and/or orchestrates sales and delivery success through the account team and pursuit team.Sales ExecutionCollaborates with team members to discover new opportunities; drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams); collaborates with account teams, partners, or services to track, qualify, and expand new opportunities; collaborates with other teams (e.g., account teams) and services to build pipeline; interfaces with customers and builds relationships via social selling; applies Microsoft’s sales process (MSP) to determine the quality of the opportunity and whether to proceed.Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer’s industry and turns opportunities into deals; has a deep understanding of customers’ business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services; creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.Identifies customer business needs and technology readiness; contributes to the development of solutions in collaboration with internal teams, partners, and services; proposes prioritized solutions that align with customers’ needs; articulates the business value of proposed solutions.Proactively builds external stakeholders’ mapping; collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer’s/partner’s business.Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners; identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.Implements strategies to accelerate the closing of deals; contributes input on strategies to drive and close prioritized opportunities; coaches less experienced team members in deal plan execution; implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.Scaling and CollaborationCollaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell; identifies and supports on-boarding new partners by researching and discussing customer scenarios; provides feedback to OCP on partner gaps; develops joint proposals and consumption plans with partners; contributes to developing partner strategies to address gaps in partner capabilities.Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.Technical ExpertiseCollaborates with the “compete” global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication; proactively provides analysis of the competitive landscape in supported solution area; evaluates opportunities and makes recommendations on pursuit or withdrawal.Qualifications:Required/minimum qualifications

• Bachelor’s Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
• Experience in selling and scaling with and through partners

Additional or preferred qualifications

• Master’s Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience OR Bachelor’s Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience OR 8+ years of technology-related sales or account management experience.
• 3+ years of solution sales or consulting services sales experience

Digital Solution Area Specialists IC4 – The typical base pay range for this role across Canada is CAD $106,100 – CAD $169,300 per year.Find additional pay information here:Microsoft will accept applications for the role until August 25th 2025.Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the .

Summary:

Microsoft’s Small Medium Enterprises and Channel (SME&C) is spearheading an AI-driven global sales team focused on partner collaboration and customer success. The initiative combines teams from various business segments to harness AI and a robust partner ecosystem, aiming to transform how businesses adopt technology for growth and innovation. SME&C promotes a culture of inclusivity, collaboration, and continuous learning, ideal for those wanting to make a significant impact in a digital-first environment.

The company is hiring a Digital Solution Specialist in the Microsoft Cloud solution area Workforce AI, responsible for sales performance in the corporate segment. This role involves leading sales strategies, coaching staff, engaging with stakeholders, and managing account planning.

Key responsibilities include:

• Sales excellence through collaboration and understanding customer needs.
• Driving revenue growth by exploring new opportunities and building relationships.
• Implementing strategies for deal closure and partner collaboration.
• Providing technical expertise to position Microsoft effectively against competitors.

Qualifications:

• A Bachelor’s degree in a relevant field and 5+ years of sales experience, preferably with partner engagement.
• Preferred qualifications include a Master’s degree and more extensive experience in solution sales.

Microsoft values diversity and inclusion, encourages applications from all qualified individuals, and aims to create a supportive work environment. Applications for the position are open until August 25, 2025.