Microsoft Commercial Executive

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

PURPOSE OF JOB:

(OVERALL DESCRIPTION OF THE POST WITHIN THE TEAM AND ORGANISATION)

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

(WHICH TEAMS WILL THE POSITION WORK WITH DIRECTLY AND WHO WILL THEY RELATE TO EXTERNALLY)

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:

(DELETE AS REQUIRED IF ESSENTIAL OR DESIRABLE, REMOVE UNNECESSARY REQUIRENENTs)

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