Solution Sales Specialist AI and Business Applications

Insight; Australia; On-site; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Career development

President's Club

Volunteer Leave

Work-From-Anywhere

Employee Stock Purchase Plan

Job summary

Insight is seeking a Solution Sales Specialist for AI and Business Applications in Australia, based in Sydney, Brisbane, or Melbourne. The role is hybrid, with two days in-office and three days remote, reporting to the Services Director, Eastern Region.

You will drive end-to-end sales of Microsoft Business Applications, including Dynamics 365, Power Platform, Copilot, and AI-enabled transformations. You will lead workshops, build a strong pipeline, own GP and revenue, and shape solution

Qualifications

• 7+ years' experience in enterprise technology sales, solution sales, consulting, or business development roles.
• Proven success achieving and exceeding sales, pipeline, and revenue targets in a B2B technology environment.
• Experience selling Microsoft Business Applications solutions, including Dynamics 365 and Power Platform.
• Experience leading multi-stakeholder sales opportunities from qualification to contract signature.
• Strong understanding of digital transformation, process modernization, and enterprise platforms.
• Experience with tender processes, RFPs, RFIs, and major bids.

Responsibilities

• Develop and execute territory growth plans across the Eastern Region.
• Build and manage a sustainable pipeline with a 3:1 coverage ratio.
• Own GP, revenue, and pipeline targets through disciplined sales execution.
• Lead customer discovery workshops to identify transformation opportunities and outcomes.
• Position Microsoft Business Applications, Power Platform, Copilot, and AI as strategic enablers.
• Collaborate with Solution Architects, Consultants, and Delivery teams to craft value propositions.
• Lead bid/no-bid decisions to maximise win probability and profitability.
• Create executive-level proposals, business cases, demonstrations, and commercial recommendations.
• Drive strategic pursuits, RFPs, RFIs, and tender responses.
• Maintain relationships with senior stakeholders including C-suite executives.
• Partner with Microsoft account teams to identify opportunities and accelerate acquisition.
• Maintain CRM visibility, forecasting, and reporting across the lifecycle.

Skills

Enterprise technology sales

Solution sales

Microsoft Business Applications

Dynamics 365

Power Platform

AI capabilities

Executive relationships

Stakeholder management

Job description

Solution Sales Specialist AI and Business Applications

AU

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

• 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

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.

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.

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!