Client Success Director - Microsoft

The Opportunity

This role serves as the primary commercial owner responsible for driving net-new revenue growth, white space development, and strategic expansion across one of our most valuable and complex client partnerships. The role focuses on account expansion, identifying and converting untapped opportunities within Microsoft, spanning their AI, Azure, Copilot, and broader machine learning teams.

Responsibilities

• Proactively map the Microsoft organization to identify untapped business units, emerging AI initiatives, and net-new buyer targets across Azure AI Services, Microsoft Copilot, Microsoft Research AI, and adjacent teams.
• Develop and execute targeted outreach and pipeline development strategies to penetrate new buying centers within Microsoft that are not yet engaged with TELUS Digital.
• Design and pitch custom solution concepts and prototype projects tailored to the specific data challenges and AI development priorities of new target buyers while using these as entry points to open and advance new commercial relationships.
• Convert exploratory conversations into scoped pilots and prototype engagements that demonstrate value quickly and establish the foundation for larger, ongoing workstreams.
• Build and maintain a robust pipeline of new logo opportunities within Microsoft, with clear stage progression and close plans.

Client Account Ownership

• Serve as the single-threaded commercial owner of the Microsoft account, responsible for retention, expansion, and net-new workstream growth across Microsoft’s AI and ML business units.
• Lead strategic planning sessions and executive conversations that connect TELUS Digital’s capabilities to Microsoft’s evolving AI roadmap, surfacing new areas where bespoke solutions can deliver measurable impact.
• Manage long-cycle renewals, expansions, and new statement-of-work negotiations across multiple business units and seniority levels.
• Act as Microsoft’s internal advocate, surfacing insights that shape delivery execution, tooling priorities, and research investments.

Data & AI Solutioning

• Develop deep expertise across TELUS Digital’s Data for Generative AI, Data Collection, Data Annotation, Data Validation, and Off-the-Shelf Datasets capabilities, including text, image, video, audio, and sensor data labeling, agentic AI workflows, and responsible AI practices.
• Lead the design of custom solution concepts and prototype project proposals for new and existing buyers, working closely with Solutions Architecture to ensure technical credibility and commercial viability.
• Engage new target buyers with a consultative, insight-led approach while bringing a point of view on their data challenges before they have fully defined their requirements.
• Stay ahead of industry trends in AI training data, including emerging labeling methodologies, quality assurance frameworks, and the evolving regulatory landscape around responsible AI, and use those insights to create timely, relevant hooks for new buyer engagement.

Forecasting & Operations

• Maintain rigorous pipeline hygiene, forecast accuracy, and account health reporting using Salesforce, with clear visibility into both existing account revenue and net-new opportunity development.
• Collaborate cross-functionally with Delivery, Solutions Architecture, Finance, and Legal to structure prototype engagements and custom proposals that are both technically sound and commercially executable.