Microsoft Sales Specialist

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

We are seeking a highly motivated and experienced Microsoft Sales Specialist to join our team. The role is to support the sales teams in winning net new customers to Bytes through the Microsoft licensing contract, maximizing gross profit through utilizing the available Microsoft programs (workshops, funding, incentives) and selling our Microsoft centric services.

The postholder will have a proven track record in winning new customers and will be responsible for supporting our account management team in winning existing licensing customers from our competition and upselling existing customers.

The overall purpose of the role is to support and ensure the achievement of Bytes’ Microsoft customer acquisition, revenue growth, and profit realisation aligned to Microsoft’s and Bytes’ fiscal years.

Successful candidates will drive the following activities:

• Sales Execution. Proactively uncover, develop, and lead opportunities, attend customer meetings, and draft proposals to position Bytes services and solutions.  The role holder will be key to ensuring deals are closed and maximising the commercial opportunity.
• Performance Management. Meet and exceed financial targets and KPIs set, in an efficient and profitable manner.  Ensuring CRM is up to date, opportunities tracked, and activity performance formally reported on a regular (at least monthly) basis to the Head of Microsoft Practice.
  
  

KEY RESPONSIBILITIES:

Key responsibilities include:

• Articulate our Microsoft proposition to potential customers.
• Upsell existing customers from Office 365 to Microsoft 365.
• Upsell existing customers from Microsoft 365 E3 to Microsoft 365 E5.
• Work closely with the account management team to win existing licensing customers from our competition.
• Work proactively across Sales, Marketing, Presales, Technical Presales, and Service Delivery, to build opportunity pipeline of at least 4 x target on a rolling three-month basis.
• Maintain deep knowledge of Microsoft 365, and related technology developments, from both a technical and commercial perspective, to ensure postholder is in a position to confidently articulate and translate business challenges and requirements to appropriate solutions.
• Stay up to date on wider market trends across the end user productivity and digital workspace arena, to help win customers and input into the ongoing development of Bytes’ propositions.
• Build and document customer proposals, inclusive of content for RFP responses as and when required.
• Input into marketing plans and creation of whitepapers and thought leadership collateral to ensure Bytes are well position within the market across end user productivity and digital workspace.

WIDER TEAM NETWORK

Internal

Sales, Microsoft Practice, Presales Sales, Bid Team

External

Microsoft sales teams

QUALIFICATIONS & EXPERIENCE

Qualifications

• Minimum of 5 years of experience in selling Microsoft solutions
  
  
• Detailed knowledge of Microsoft licensing programs, incentives, and customer funding sources
  
  
• Proven track record in winning new customers
  
  
• Excellent communication and interpersonal skills
  
  
• Ability to articulate our Microsoft proposition to potential customers
  
  

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

CORE Competencies & SKILLS

• Tenacious Determination: Demonstrated grit and unwavering determination to overcome challenges and drive success for our company.
• Reliability for Optimal Outcomes: Committed to delivering the best possible results to enhance our company's success.
• Empathetic Problem-Solving: Patiently empathetic in understanding the historical context of issues, facilitating effective and lasting solutions.
• Strategic Vendor Relationship Building: Exceptional skills in fostering and maintaining strategic relationships, with a particular focus on our top vendor, Microsoft.
• Proactive and Agile Work Approach: Proficient in working proactively, independently, and with agility to achieve desired outcomes.
• Adaptive Team Player: Ability to work both independently and collaboratively as a team member, thriving in an environment that embraces continuous learning.
• Effective Communication: Strong written and verbal communication skills, capable of engaging with multiple stakeholders across the organization.
• Ownership and Leadership: Demonstrated ability to take ownership and lead cross-functional collaborative meetings to drive initiatives forward.
• Lateral Thinking and Innovation: Proficient in generating innovative approaches and solutions to tackle complex problems.
• Outstanding Organisational Skills: Exceptional organizational capabilities to manage multiple demands without missing critical deadlines.
• Creative Problem-Solving: Strong aptitude for creative problem-solving, finding inventive solutions to challenges.

MEASURES & GOALS

OBJECTIVE

MEASURE

FREQUENCY

Grow our Microsoft business by 20%

GP Sales target

Ongoing

Win net new licensing customer to Bytes

New customer acquisition target

Ongoing

Vendor Relationship

Strong vendor relationship with Microsoft sales teams.

Ongoing

Pipeline

Number of Deals & Gross Profit

Monthly, Quarterly, Annual

Pipeline Progression

Opportunity Sales Stage Progression

Monthly, Quarterly, Annual

Win/Closure Ratio

% Deals Won vs Lost

Monthly, Quarterly, Annual

GP Performance

Actual GP Performance

Monthly, Quarterly, Annual

Engagements

Number of engagements, % resulted in GP pipeline, GP won & passed over to other proposition areas

Monthly, Quarterly, Annual

Pipeline Accuracy

Pipeline vs Actual GP

Monthly, Quarterly, Annual