Job Description

LIDD ( LIDD.ca) is a leading supply chain management consulting firm. We design complex distribution centers and logistics systems to help companies move goods more efficiently. Our clients are manufacturers, distributors and retailers, including many brand names in food & beverage and consumer goods. From our offices in Montreal, Toronto, Los Angeles, and Atlanta, our staff of over 170 employees tackles challenging projects in a fun and supportive environment.

Our Diversity Statement

LIDD is an equal-opportunity employer. When you join our team, you'll feel like you belong regardless of your ethnicity, religion, race, origin, gender, sexual orientation, age, marital status or disability. Let us know if you need accommodation during the recruitment process.

The Role

The Director of Sales is a quota-bearing leader responsible for driving revenue and pipeline growth across the Microsoft Business Solutions (MBS) portfolio, including Business Central (BC), Customer Engagement (CE), Power Platform, and Microsoft Fabric.

The role executes the unified go-to-market (GTM) strategy and cross-sell tactics, leads a consultative, service-led sales process, and collaborates closely with practice and delivery leaders to shape opportunities into well-scoped, deliverable engagements.

The role receives GTM strategic direction from the Partner in charge of MBS and is accountable for translating that strategy into a qualified pipeline, accurate forecasts, and closed revenue that sets delivery teams up for success.

Key Responsibilities

• Execute the unified MBS go-to-market strategy, including cross-sell motions across BC, CE, Power Platform, and Fabric.
• Leverage Microsoft and ISV partner ecosystems to drive co-selling, lead flow, and deal acceleration.
• Own pipeline generation and revenue targets; prioritize qualification quality, value clarity, and long-term client fit as much as volume.
• Lead a consultative sales cycle end-to-end: deep discovery, outcome framing, solution shaping with delivery/technical leaders, proposal/SOW development, and commercial negotiation focused on creating clear, sustainable engagements.
• Coordinate internal stakeholders (practice leaders, delivery leads, technical specialists) to develop winning account strategies and compelling proposals.
• Maintain disciplined, transparent sales execution (CRM hygiene, forecasting, and governance) to support predictable delivery planning and an excellent client experience.
• Ensure tactical alignment between what is sold and what can be delivered by partnering with delivery leads on scope, timelines, resourcing assumptions, and risk management per opportunity.
• Act as point of contact during delivery: align with Delivery and Managed Services leaders, take periodic stakeholder pulse checks, and escalate risks early (not delivery management).
• Lead post-project follow-through: run success reviews, support managed services transitions, and drive value-led up-sell/cross-sell at agreed milestones.

Requirements & Qualifications

• 5+ years in consultative B2B sales within a services-based environment (consulting/System Integrator/managed services preferred), including quota-carrying responsibility for complex, multi-stakeholder deals.
• Demonstrated track record of building and closing pipeline (net-new and expansion), with evidence of meeting or exceeding revenue targets.
• Experience selling within the Microsoft ecosystem (Dynamics 365/Business Central, Power Platform, and/or Microsoft Fabric) and comfort navigating partner-led selling motions (e.g., co-sell with Microsoft and ISVs) preferred or from a comparable ecosystem.
• Strong consultative selling capabilities: discovery, value-based storytelling, executive-level communication, objection handling, negotiation, and commercial structuring.
• Service-first mindset and high integrity: builds trust, avoids high-pressure tactics, and prioritizes long-term relationships, realistic commitments, and delivery outcomes.
• Ability to collaborate with delivery and technical leaders to shape scope, estimate effort, manage deal risk, and ensure a clean handoff from sales to delivery.
• Proficiency with CRM-driven sales execution (e.g., pipeline management, forecasting, hygiene, and reporting).
• Bilingual French/English (professional fluency) to support clients and partners across Quebec and broader North America.
• Based in (or able to work regularly from) Montreal; willingness to travel occasionally for client and partner engagements