Microsoft Commercial Executive

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.

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.

• 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.

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

• 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 Fast Track when engaging with customers.
• To include Enterprise Incentive Program, CSP Incentives/margins/OSU and Fast Track, and CSI

• 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.

Internal

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

External

• Microsoft Commercial Executives
• Microsoft Account Managers

• ESSENTIAL: GCSE grades A*-C or equivalent in English and Mathematics
• DESIRABLE: GCSE grades A*-C or equivalent in ICT or Business Studies

Minimum 3 years working with Microsoft licensing

• 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.
• Knowledge of Explore and other Microsoft Systems
• Experienced in Microsoft Price List utilisation