Solution Sales Specialist – Microsoft Business Applications
Location: Sydney, Brisbane, or Melbourne
This is a hybrid role: Two days per week in office and three days per week working from home.
Insight at a Glance
14,000+ engaged teammates globally- #15 Best Workplace™ in Technology and #22 Best Workplaces™ in Australia
- #34 in IT on Fortune's World's Best Workplaces™ list
- Recognised as a Great Place to Work in 13 countries
- $8.25 billion in revenue
- Received 35+ industry and partner awards in the past year
Now is the time to bring your expertise to Insight. We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organisations through complex digital decisions.
About the Role
Reporting to the Services Director, Eastern Region, the Solution Sales Specialist – Microsoft Business Applications is a commercially focused role responsible for driving net-new and existing customer growth across the Eastern Region. You will lead the end-to-end sales of Microsoft Business Applications solutions — including Dynamics 365, Power Platform, Copilot, and AI-enabled transformation solutions — to enterprise and mid-market customers. This role is central to Insight's growth ambitions in the region, with accountability for Gross Profit, revenue, and pipeline generation targets delivered through consultative, value-based selling and strategic stakeholder engagement.
Along the Way, You Will Get To
Develop and execute a territory growth plan targeting net-new customers, whitespace opportunities, and strategic account expansion across the Eastern Region.- Build and progress a sustainable, qualified pipeline, maintaining a minimum 3:1 pipeline-to-target coverage ratio.
- Take ownership of assigned Gross Profit, revenue, and pipeline generation targets through disciplined sales execution and accurate forecasting.
- Lead customer discovery workshops to uncover business challenges, identify transformation opportunities, and define desired business outcomes.
- Position Microsoft Business Applications, Power Platform, Copilot, and AI solutions as strategic enablers that deliver measurable customer outcomes.
- Collaborate with Solution Architects, Consultants, and Delivery teams to shape solution strategies and craft compelling customer value propositions.
- Lead bid/no-bid qualification decisions to maximise win probability and ensure commercial profitability.
- Develop and deliver executive-level presentations, proposals, business cases, demonstrations, and commercial recommendations.
- Drive and contribute to strategic pursuits, major bids, RFPs, RFIs, and tender responses.
- Build and sustain strong relationships with senior customer stakeholders, including C-suite executives, business leaders, and technology decision-makers.
- Partner with Microsoft account teams and the broader partner ecosystem to identify opportunities, execute co-sell motions, and accelerate customer acquisition.
- Maintain visibility and governance across the full sales lifecycle, ensuring a seamless handover from sales through pre-sales and into delivery.
- Support go-to-market initiatives, industry campaigns, and market development activities that elevate the visibility of Insight's Business Applications practice.
- Create and operationalise reusable sales assets, frameworks, offerings, and industry-specific solution plays.
- Represent the Business Applications practice at customer events, executive forums, industry conferences, and internal leadership initiatives.
- Contribute thought leadership, market insights, and intellectual property that strengthens Insight's market positioning and competitive differentiation.
- Maintain accurate and up-to-date CRM activity, pipeline management, forecasting, and reporting disciplines.
Be AmbITious: This opportunity is not just about what you do today but also about where you can go tomorrow. When you bring your hunger, heart, and harmony to Insight, your potential will be met with continuous opportunities to upskill, earn promotions, and elevate your career.
What We're Looking For
7+ years' experience in enterprise technology sales, solution sales, consulting, or business development roles.- Demonstrated success achieving and exceeding sales, pipeline generation, and revenue targets within a B2B technology environment.
- Proven experience selling Microsoft Business Applications solutions, including Dynamics 365, Power Platform, and emerging AI capabilities.
- Experience leading complex, multi-stakeholder sales opportunities from initial qualification through to contract signature.
- Strong understanding of business transformation, digital strategy, process modernisation, and enterprise application platforms.
- Experience responding to large and complex tender processes, RFPs, RFIs, and strategic bids.
- A proven track record of building and maintaining executive-level relationships across customer organisations.
- Deep knowledge of Microsoft's Business Applications portfolio, including Dynamics 365, Power Platform, Copilot, AI Agents, and associated cloud services.
- Strong consultative and value-based selling capabilities.
- Excellent opportunity qualification and pipeline management skills.
- Advanced executive communication, presentation, and storytelling skills.
- Strong commercial acumen, with the ability to build compelling business cases and clearly articulate ROI and business value.
- The ability to translate technical capabilities into business outcomes and strategic recommendations.
- Strong negotiation, influence, and stakeholder management skills.
- A solid understanding of Microsoft sales motions, partner ecosystem dynamics, and co-sell engagement models.
- The ability to work effectively across sales, pre-sales, delivery, marketing, and partner teams.
- Strong organisational, forecasting, and territory planning capabilities.
- Microsoft Business Applications, Dynamics 365, Power Platform, or Copilot certifications (preferred).
- Prior experience working within Microsoft, a Microsoft Partner, or a leading consulting or system integration organisation (preferred).
- Industry expertise in enterprise, government, financial services, retail, manufacturing, or utilities sectors (preferred).
- Experience with AI, automation, low-code platforms, and digital transformation initiatives (preferred).
What You Can Expect
We're legendary for taking care of you, your family and for helping you engage with your local community. We want you to enjoy a full, meaningful life and own your career at Insight. Some of our benefits include:
- Dedicated career pathways and development
- Peer recognition and the opportunity to join our President's Club
- Volunteer Leave and Work Life Balance days
- Work-From-Anywhere Programme for up to 4 weeks per year
- Employee Stock Purchase Plan
- Corporate discounts
But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities.
Join us today, your ambITious journey starts here.
Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.
When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process.
At Insight, we celebrate diversity of skills and experience so even if you don't feel like your skills are a perfect match — we still want to hear from you!
