Account Executive

DLS Technology Corporation is seeking an experienced Account Executive with a deep understanding of Microsoft cloud solutions and partner-led sales motions. The successful candidate will have a proven track record selling Microsoft solutions and professional services into organizations, with demonstrated success in hunting net-new business and expanding existing client relationships.

You will be responsible for developing, managing, and executing strategic sales activities across net-new and existing Microsoft-focused Public Sector accounts and develop Private Sector accounts. Account management will comprise approximately 80% Hunter and 20% Farming activities.

The ideal candidate is results-focused, highly organized, detail-oriented, and thrives in a fast-paced, collaborative environment.

If you are a deadline-driven sales professional with strong Microsoft and Public Sector or Private Sector sales experience and a proven ability to consistently generate new pipeline and close business, we want to hear from you.

Responsibilities include but are not limited to:

Account Planning and Management (70%)

• Conduct business development, marketing, and communications activities aligned to Microsoft partner motions, including Modern Work, Azure, Security, and Data & AI, within Public Sector and Private Sector accounts.
• Develop and execute strategic account plans focused on net-new clients and greenfield Microsoft opportunities.
• Manage weekly, monthly, and quarterly forecasting, pipeline management, and deal-closing processes.
• Source, engage, and develop relationships with decision makers and influencers across organizations.
• Actively generate qualified leads and progress opportunities through the full Microsoft sales cycle.
• Schedule sufficient client and prospect meetings to meet or exceed revenue and margin targets.
• Lead Microsoft solution sales approaches and client presentations, collaborating with technical teams to position solutions aligned to customer business outcomes.
• Participate in solution and pricing strategies in accordance with DLS margin guidelines and Microsoft program requirements.
• Track and record all sales activity, pipeline, and forecasts within the corporate CRM.
• Maintain working knowledge of Microsoft licensing models, CSP programs, incentives, and co-sell motions.
• Stay current on market trends, procurement models, and Microsoft roadmap updates.
• Independently maintain knowledge of the technology industry and Microsoft ecosystem through required DLS and Microsoft training.

Relationship Management (20%)

• Develop and manage strategic relationships with key client accounts, Microsoft, and ecosystem partners.
• Work collaboratively with internal teams to plan and execute account engagement strategies and strategic touchpoints.
• Deploy account-based marketing (ABM) and Microsoft-aligned marketing campaigns for accounts.
• Perform client and market research to support tailored sales messaging and account-specific collateral.
• Support Microsoft-focused workshops, briefings, and events to drive opportunity creation.
• Leverage DLS and Microsoft marketing initiatives to strengthen long-term relationships and pipeline growth.

Proposal and Resource Management (10%)

• Drive and steer sales verbiage for Microsoft-related Public Sector RFPs and RFQs on qualified, pre-sold opportunities.
• Coordinate the RFP/RFQ process with technical, delivery, and partner teams.
• Assist with defining customer requirements to support resource planning and solution alignment.
• Contribute to the verbiage and structure of Statements of Work (SOW) for Microsoft professional services.
• Ensure opportunities are scoped and positioned appropriately prior to submission.

REQUIREMENTS:

• 5+ years of Account Executive experience, preferably within the Microsoft partner ecosystem.
• Demonstrated success prospecting and selling into Public Sector organizations (government, healthcare, education, crown corporations) or Private Sector organizations.
• Proven success selling Microsoft cloud solutions and professional services.
• Strong understanding of Microsoft solution areas, licensing, and partner programs.
• Experience managing Public Sector procurement cycles, including RFPs, RFQs, and standing offers
• Proven ability to manage complex sales cycles and multiple stakeholders.
• Strong verbal and written communication skills.
• Ability to effectively facilitate meetings, influence outcomes, and work collaboratively across teams.
• Strong proficiency in MS Office tools, including PowerPoint.
• Experience using CRM platforms to manage pipeline and forecasting.
• Security Clearance: Secret or eligible for Secret application.

NICE TO HAVE:

• Microsoft certifications or familiarity with Microsoft Solution Partner designations.
• Experience with CRM platforms such as Bullhorn.
• Fluently bilingual in French & English.

POSITION HIGHLIGHTS

• Start Date: Immediate
• Sector: Private
• Open Positions: 1
• Location: Ottawa
• Job Type: Full-time
• Language Requirements: English (French & English bilingualism is a strong asset)

Who We Are

Recognized as one of Canada's Top 500 Growing and Growth 400 companies, DLS Technology Corporation is a leading solutions integrator and service provider with an extensive cybersecurity research and development practice. DLS is a fast paced high-growth work environment, with tremendous learning and advancement potential. DLS provides hands-on training and an opportunity to work on some of the most interesting and cutting-edge projects in this fast-paced industry, providing ample opportunities to employees to grow and achieve their career goals. DLS will also support technical certifications for our key partners.

How to apply: submit your resume, with your desired salary info to to

*Thank you to all applicants; however only candidates selected for an interview will be contacted.

Job Type: Full-time

Pay: $50,000.00-$100,000.00 per year

Benefits:

• Dental care
• Extended health care
• Vision care

Work Location: In person