Microsoft Cloud Commerce Lead

Reports To: Vice President, Microsoft Alliance, Data & AI Solutions

Department: Microsoft Business Group

Job Type: Full Time / Contractor

About AIM

Architecture in Motion Inc. (AIM) is a Canadian technology consulting firm that supports organizations across public and private sectors with software engineering, cloud platforms, API integration, and enterprise technology solutions.

We specialize in delivering scalable, secure, and modern digital solutions leveraging Microsoft technologies, helping our clients drive operational efficiency and digital transformation.

AIM is building one of Canada's fastest-growing Microsoft transformation practices, helping organizations modernize through Data & AI, Business Applications, Digital & Application Innovation, Cloud Engineering, Managed Services, and Agentic AI.

Our mission is to help organizations move beyond traditional IT by delivering intelligent platforms that combine Microsoft's cloud technologies with AI, automation, data, and industry expertise.

As a Microsoft Solutions Partner, AIM is investing heavily in building a world-class Microsoft Business Group that delivers transformational business outcomes—not simply technology implementations.

Position Overview

The Microsoft Cloud Commerce Lead is responsible for building and scaling AIM's Microsoft Cloud Commerce business by driving the commercialization of Microsoft's cloud portfolio alongside AIM's solution accelerators and managed services.

This role owns the commercial strategy for Microsoft's cloud ecosystem, helping customers successfully adopt, expand, and optimize Microsoft technologies while creating predictable recurring revenue for AIM.

Working closely with Microsoft, internal Practice Leaders, Sales, Customer Success, Delivery, Finance, and Operations, the Microsoft Cloud Commerce Lead will ensure AIM delivers a seamless commercial experience across the entire customer lifecycle.

This role is ideal for someone who enjoys combining commercial strategy, customer engagement, Microsoft expertise, and business development to build a scalable cloud commerce engine.

Strategic Priorities (First 12 Months)

The Microsoft Cloud Commerce Lead will play a critical role in establishing AIM's Microsoft commercial growth engine. During the first 12 months, success will be measured by the ability to scale AIM's cloud commerce business, strengthen Microsoft's partner engagement model, and drive commercialization across Microsoft's cloud portfolio.

1. Build a Best-in-Class CSP Business

Lead the operationalization and growth of AIM's Microsoft Cloud Solution Provider (CSP) practice by creating scalable processes for onboarding, provisioning, licensing, renewals, and customer lifecycle management. Drive Azure consumption growth, standardize service offerings, and improve commercial efficiency to establish a predictable recurring revenue engine.

Key Success Measures

• CSP recurring revenue growth
• Renewal and retention rates
• Azure consumption growth
• Customer onboarding efficiency
• CSP profitability and customer satisfaction

1. Microsoft Digital Sales Activation

Serve as a key partner to AIM's Microsoft Alliance leadership in strengthening engagement with Microsoft's Digital Sales organization. Support co-sell motions, increase Microsoft-generated opportunities, and build repeatable engagement models that expand AIM's visibility across Microsoft's ecosystem.

Key Success Measures

• Microsoft referrals and co-sell opportunities
• Joint customer engagements
• Microsoft seller relationships
• Microsoft-influenced pipeline growth

1. Microsoft Product Strategy & Commercialization

Act as AIM's commercial leader for Microsoft's evolving cloud portfolio, including Microsoft Fabric, Azure AI, Microsoft 365 Copilot, Power Platform, Dynamics 365, Azure Infrastructure, and Security solutions. Collaborate with Practice Leaders to develop commercial offerings, product playbooks, go-to-market initiatives, sales enablement resources, and customer adoption strategies.

Key Success Measures

• Commercial launch of new Microsoft offerings
• Product-specific revenue growth
• Customer adoption and expansion
• Internal product enablement and readiness

Additional Strategic Contributions

In partnership with business leadership, contribute to the development of AIM's Customer Success function, support the growth of Microsoft delivery capabilities in Morocco, and help expand AIM's presence within Quebec through bilingual Microsoft capabilities and market engagement initiatives.

Key Responsibilities

Microsoft Cloud Commerce Strategy

• Develop and execute AIM's Microsoft Cloud Commerce strategy.
• Build a scalable recurring revenue business aligned with Microsoft's cloud ecosystem.
• Identify new commercial opportunities based on Microsoft's evolving solution areas and partner priorities.
• Package Microsoft technologies with AIM's consulting, managed services, and AI offerings into differentiated commercial solutions.
• Establish scalable commercial processes that support long-term business growth.

Commercial Growth

• Drive recurring revenue through Microsoft's cloud portfolio and AIM service offerings.
• Own the commercial lifecycle from opportunity through renewal and expansion.
• Develop pricing strategies, commercial proposals, quotations, and subscription models.
• Identify customer expansion opportunities through cross-sell and upsell motions.
• Support strategic sales opportunities with commercial expertise.

Microsoft Cloud Portfolio

Lead the commercial motion across Microsoft's cloud ecosystem, including

• Microsoft 365
• Azure
• Dynamics 365
• Power Platform
• Microsoft Fabric
• Microsoft Copilot
• Microsoft Security
• Azure AI Services
• Business Applications
• Azure Marketplace
• CSP
• Future Microsoft cloud services and commercial offerings

Solution Commercialization

Partner with AIM's Practice Leaders to commercialize Microsoft-based solution accelerators and managed services.

Responsibilities include

• Service packaging
• Commercial offers
• Subscription models
• Pricing strategy
• Managed service bundles
• Go-to-market readiness
• Sales enablement
• Competitive positioning

Customer Lifecycle Management

Own the commercial customer journey including

• Customer onboarding
• Subscription management
• Customer success (commercial)
• Renewals
• Licensing optimization
• Adoption planning
• Commercial reviews
• Long-term account growth

Microsoft Partner Programs

Lead AIM's participation in Microsoft's commercial programs including

• Cloud Solution Provider (CSP)
• Microsoft Partner Center
• Incentives
• Promotions
• Marketplace
• Funding programs
• Commerce operations
• Distributor relationships
• Licensing strategy
• Commercial compliance

Business Operations

Develop scalable operational processes across the Cloud Commerce business including

• Customer quotations
• Subscription provisioning
• Commercial approvals
• Renewal management
• Reporting and dashboards
• CRM integration
• Commerce automation
• Commercial forecasting

Cross-Functional Leadership

Collaborate across the Microsoft Business Group to

• Support Sales teams throughout the commercial process.
• Enable Practice Leaders with commercial strategies.
• Partner with Delivery and Customer Success to maximize customer value.
• Work with Finance on recurring revenue forecasting and operational excellence.
• Build scalable commercial processes across the organization.

Qualifications

Required Experience

• 5–10+ years of experience within the Microsoft ecosystem.
• Experience working with Microsoft cloud solutions and commercial programs.
• Strong understanding of Microsoft Cloud Solution Provider (CSP) programs.
• Experience developing commercial proposals and subscription-based business models.
• Strong customer relationship management skills.
• Experience working across Sales, Operations, Customer Success, and Delivery teams.
• Excellent communication, negotiation, and presentation skills.
• Strong business acumen with the ability to translate technology into customer value.

Preferred Experience

• Microsoft Partner ecosystem experience.
• Microsoft Partner Center experience.
• Experience with Azure, Microsoft 365, Dynamics 365, Power Platform, Microsoft Fabric, or Copilot.
• Experience working with managed services or recurring revenue businesses.
• Knowledge of Microsoft incentives and partner programs.
• Experience building or scaling cloud commerce operations.

Desired Competencies

• Commercial mindset
• Customer-first approach
• Strategic thinking
• Executive communication
• Relationship management
• Business development
• Operational excellence
• Analytical decision making
• Cross-functional collaboration
• Continuous learning
• Results-oriented execution

Success Measures

Success in this role will be measured by

Business Growth

• Growth in recurring cloud revenue
• CSP growth
• Microsoft cloud adoption
• Customer expansion
• Managed services attachment rate

Customer Success

• Customer retention
• Renewal rates
• Customer satisfaction
• Adoption of Microsoft cloud services
• Commercial health of customer accounts

Operational Excellence

• Quote turnaround time
• Subscription provisioning efficiency
• Forecast accuracy
• Commercial process maturity
• CRM and Partner Center data quality

Strategic Impact

• Successful commercialization of new Microsoft offerings
• Launch of new solution accelerators
• Strong Microsoft partner engagement
• Increased contribution of recurring revenue to AIM's overall business

What We Offer

• Remote-first work environment.
• Opportunity to work on enterprise-scale Power Platform solutions.
• Exposure to modern cloud and digital transformation initiatives
• Collaborative, innovation-driven culture