Microsoft Commercial Executive

Leatherhead, UK Req #145

03 June 2024

Established in 1982, Bytes has grown rapidly and now employs over 600+ people across 5 locations in the UK and Ireland. Our turnover in Financial Year 2019 was in excess of £520M. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.

We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.

Your Future Starts Here

Why Bytes?

Over 600 staff (plans to double in size over the next 5 years)
Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London or Manchester
Winners of an array of industry awards
Sunday Times Top 100 Best Places to Work
Excellent training and career prospects offered
Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
Supporters of 85+ charities with strong commitment to diversity and sustainability

POSITION DETAILS:
Position Title:	Microsoft Commercial Executive
Reports to (POSITION):	Microsoft Commercial Executive Manager
Team:	Microsoft Commercial Team
Department:	Microsoft Practice

PURPOSE OF JOB:

The Commercial Executive (CE) role is a sales role that works as part of the Bytes account team as a specialist resource with the purpose of driving profitability within the Microsoft Practice and providing licensing expertise.

KEY RESPONSIBILITIES:

Working alongside the sales teams to translate customer software requirements into profitable licensing solutions, this includes understanding all incentive programs available from Microsoft and what the qualification criteria are.

Understand customer funding sources for assessments, workshops and deployment and be able to articulate what a customer gets within each assessment or workshop.

INDIVIDUAL RESPONSIBILITIES:

Customer Funding

Understand ECIF, AMM, CSI and Workshop funding.
To be able to articulate what a customer gets within each Workshop.
Look for opportunities to introduce workshops when engaging with customers.

Azure to CSP Migrations

Drive Azure to CSP conversions (existing and new customer)
ROI modelling (internal)
Customer Potential Savings modelling
Explanation of RI and HB potential savings to customer (using Quantum)

Incentives

Understand all incentive programs and how to make money through Microsoft
Show commercial models to sales so they can understand the impact of selling through one VL program versus another.
Look to introduce FastTrack when engaging with customers.
To include Enterprise Incentive Program, CSP Incentives/margins/OSU and FastTrack, and CSI.

Microsoft Licensing Agreement Management

Commercial Executive should understand all pricing, offers, promotions and concessions (understand recent concessions offered)
Proactively managing all Enterprise Agreement contracts
- Proactively engage each account manager 180 days prior to an EA renewal to begin renewal modelling/discussions.
  - All modelling to include an option to move to CSP
  - Assist account managers through the entire renewal process through to completion; includes CPS creation, PCC, and Contract Questionnaire submission.
- Proactively engage each account manager 90 days prior to an EA anniversary to discuss true-up / annual order requirements.
  - Ensure TU numbers and reconciliation quotes are sent (CSRMs to put quotes together. Reconciliation details to be provided by Microsoft Operations)
Proactively engage each account manager 90 days prior to MPSA Software Assurance expiry to discuss requirements.
Reactive answering of complex licensing questions.
Ongoing training for salespeople
Provide reporting into Microsoft on progress of EA renewals.
Build relationships with the account teams within Microsoft and collaborate on renewal and new / upsell opportunities.

WIDER TEAM NETWORK

Internal

Account Management teams
Partner Eco-System (PES) team
Microsoft Practice Business Executive and Business Manager

External

Microsoft Commercial Executives
Microsoft Account Managers
Microsoft Solutions Specialists (sales / technical)

QUALIFICATIONS, EXPERIENCE, & SKILLS:
Educational Qualifications:
ESSENTIAL: GCSE grades A-C or equivalent in English and Mathematics DESIRABLE: GCSE grades A-C or equivalent in ICT or Business Studies	DESIRABLE
Professional Qualifications
Current Microsoft Licensing Sales Expert (MLSE)	ESSENTIAL
Azure Fundamentals	DESIRABLE
M365 Fundamentals	DESIRABLE
Years of Experience
Minimum 3 years working with Microsoft licensing	ESSENTIAL
Other Requirements
Detailed understanding of all Volume Licensing Programs / Contracts SMB Programs: OV, OVS etc. MPSA: Program rules, OLS self-provisioning, sign-up process. Enterprise Agreement Cloud: CSP, Microsoft 365 licence terms Azure: Licensing options, understanding of how to price basic workloads. Intermediate / Advance Excel skills for creating customer facing cost models Knowledge of Explore and other Microsoft Systems Experienced in Microsoft Price List utilisation	ESSENTIAL

Other details

Job Family Employee
Job Function Sales Specialist
Pay Type Salary

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Leatherhead, UK