Senior Solutions Consultant - Microsoft Sales

Heartland Business Systems • Lafayette, CO

2d

About The Position

The Senior Solutions Consultant – Microsoft Sales leads sales efforts and grows Heartland Business Systems’ strategic relationship and brand within Microsoft, focusing on the joint value proposition of the partner alliance. The role aligns Microsoft technology solutions with customer needs, builds long-term relationships, and advises customers on solutions that help achieve their business goals. The consultant works with HBS colleagues and Microsoft sellers to identify opportunities, develop tailored solutions, and deliver customer satisfaction. This senior-level position calls for substantial experience selling Microsoft products and solutions, especially in cybersecurity, compliance, Modern Work, cloud, and AI, and the ability to engage customers and drive business with limited training on Microsoft’s portfolio.

The role involves prospecting and co-selling with Microsoft, growing assigned accounts, supporting the sale of HBS Applications services, and coordinating with internal teams and Microsoft to advance partnership objectives and revenue. The consultant maintains opportunity and referral information in CRM and Microsoft Partner Center, forecasts sales using Microsoft’s Customer Engagement Methodology, develops proposals, demonstrates HBS solutions, and helps align engineering resources with sales priorities. The position also includes sharing successful sales practices with team members, participating in sales and marketing campaigns, and meeting or exceeding sales targets exceeding $1,000,000.

The position offers an expected annual base salary of $150,000–$200,000, with commission-based compensation. Expected total on-target earnings are $200,000–$220,000 annually, dependent on performance and gross profit goals. The role is eligible for a comprehensive benefits package.

Requirements

• Proven track record in sales, particularly in technology or consulting services.
• 2–5 years of experience with Microsoft solutions and products.
• Experience co-selling with Microsoft sellers and sales teams.
• Proven ability to lead complex sales cycles, navigate cross-functional teams, and achieve sales goals.
• Ability to work independently and lead efforts that produce meaningful revenue growth.
• High school diploma or equivalent.
• Proficiency with Microsoft Office Suite, including Word, Excel, Outlook, and PowerPoint.
• Strong ability to build and maintain relationships with customers and partners.
• Deep understanding of Microsoft technologies and solutions.
• Proven ability to sell Microsoft solutions in cybersecurity, compliance, Modern Work, cloud, and AI.
• Recognized and respected personal brand with Microsoft, with a record of revenue growth and business expansion in existing accounts and new logos.
• Self-driven, proactive, and entrepreneurial approach.
• Ability to build and grow a Microsoft sales practice from scratch, identify opportunities, and execute strategic sales initiatives.
• Outcome-focused mindset.
• Strong prioritization skills.
• Team-oriented approach.
• Professional attitude and respectful demeanor.

Responsibilities

• Identify customer prospects through Microsoft co-selling, client referrals, participation in associations and industry groups, and conference or trade show attendance.
• Co-sell with Microsoft by conducting Rhythm of Business meetings with sellers, introducing Microsoft sellers to established accounts, and selling HBS services to their customer base.
• Grow assigned accounts by identifying opportunities for additional HBS and Microsoft solutions and services.
• Support other HBS Solutions Consultants in selling Applications services to their customer base.
• Maintain expertise in Microsoft technologies and products through certifications, sales meetings, conferences, and relevant publications.
• Understand Microsoft partner sales motions, financial incentives, and go-to-market strategies.
• Coordinate between internal teams and Microsoft to meet partnership goals and drive revenue growth.
• Support technical teams with Microsoft customer references, Win Wires, Claiming Partner of Record (CPOR) and Partner Admin Link (PAL) associations, and Microsoft Marketplace offers aligned with fiscal-year priorities.
• Respond to customer inquiries about products, services, pricing, availability, uses, and credit terms.
• Prepare proposals covering prices, funding details, and solution design.
• Conduct onsite customer visits when applicable to understand business needs and build partner relationships.
• Use CRM and Microsoft Partner Center to maintain customer opportunities and referrals and provide visibility into business for Microsoft and HBS leadership.
• Forecast opportunities accurately as they initiate, develop, and close, following the Microsoft Customer Engagement Methodology (MCEM).
• Collaborate with internal stakeholders to allocate and use engineering resources effectively and achieve revenue goals and KPIs.
• Support team members’ growth by sharing insights and successful selling strategies.
• Demonstrate HBS technical solutions and services through clear, engaging calls and presentations that explain business value.
• Promote HBS capabilities, reputation, products, systems, services, and techniques across industries nationwide.
• Execute integrated sales and marketing campaigns to achieve sales goals.
• Meet or exceed sales targets, leveraging sales strategies to achieve targets greater than $1,000,000.

Benefits

• Competitive compensation package, which may include bonus, incentives, commission, fair wage, retirement plans, and benefits with HSA-compatible plans.
• Growth opportunities.
• Community involvement.
• Personal development.
• Employee and family celebrations.
• Green initiatives.
• Paid time off, including vacation, sick leave, and company-recognized holidays.
• Work-life balance.
• Recognition and awards.
• Health insurance.
• Dental insurance.
• Vision insurance.
• Company-paid long-term disability insurance.
• 401(k) retirement plan with company contribution.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: High school or GED