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Microsoft Commercial Executive

United Kingdom Req #225
25 September 2024

Bytes is a top provider of premium IT solutions and services, working with SMEs, corporations, and public sector organizations to modernize and digitally transform their IT infrastructures. Founded in 1982, Bytes has experienced significant growth, now employing over 750 people across seven locations in the UK and Ireland, with a turnover surpassing £1.8 billion in 2023.

At Bytes, we nurture talented individuals to achieve remarkable outcomes and are dedicated to supporting our employees through continuous training, guidance, and development to help you advance and fulfil your career goals. We foster a culture of innovation, collaboration, recognition and inclusivity and offer a wide range of benefits to support staff wellbeing.

Your Future Starts Here

Why Bytes?

  • Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London and Manchester
  • 25 days holiday per annum plus bank holidays and Christmas period
  • Excellent learning and development opportunities
  • Open plan office with collaborative working spaces, on-site gym, outdoor tiki bar, coffee bar, and lunch area
  • Company wellbeing and social events
  • Sports and social clubs
  • Incentive trips
  • Employee Assistance Programme
  • Discounted private healthcare
  • EV scheme and Ride to Work scheme
  • Winners of an array of industry awards
  • Great Place to Work Certified
  • Sunday Times Top 100 Best Places to Work
  • 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:

(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

Other details

  • Job Family Employee
  • Job Function Sales Specialist
  • Pay Type Salary
Location on Google Maps
  • United Kingdom