Expression of Interest: Microsoft Licensing

Job Function: Sales The role:

- Deep understanding of the Microsoft purchasing motions
- Preparation of Microsoft Agreements and Enrolments (e.g. working with Microsoft to get correct pricing, working with customers to get correct volumetric, scoping of bill of materials, working through commercial terms and conditions including tax and currency considerations)
- Follow the Microsoft T-36 framework during the customer's agreement lifecycle, e.g. Quarterly Business Reviews, Microsoft True-up and anniversary process, Microsoft road mapping, whilst working to develop, build, and strengthen long-term relationships with our customers.
- Uncover opportunities within our customer base which aligns to the companies GTM strategy
- Close collaboration with Account Managers, Solution Specialists, and other cross-functional departments
- Collaborate with sales on developing and maintaining an active customer account plan to maximize opportunities and increase gross profit attainment.
- Provide issue resolution and escalation management by working in conjunction with customers, Microsoft, account teams and other cross-functional departments
- Support enablement for our customers on Microsoft products, licensing changes, value-added services, and proactively communicate updates
- Support customer setup and onboarding with SoftwareOne and Microsoft

**Functional Skills**

**Sales Operations Management-Skilled**

Provides licensing guidance and commercial recommendations to allow the sales team to provide value-added services for our customers. Must follow the T-36 framework to ensure customers' high adoption and retention.

**Commercial Awareness-Advanced**

Provides customers with a value-added perspective around industry, trends and the customer's own business. Understands SoftwareOne's framework of selling products or services to customers. Possesses knowledge of products and services across SoftwareOne's Software & Cloud portfolio and is able to answer or find the answer to questions.

**Process & System Management-Skilled**

Follows the global best practices, leverages repeatable and scalable processes and systems/tools throughout the customer lifecycle. Identifies opportunities for process, system and structural improvement as well as improving current practices.

**Financial Forecasting-Skilled**

Analyses build of materials against incentive levers to allow the business to accurately forecast and maximise the incentive return.

**Customer Intelligence-Advanced**

Utilises data obtained on customers through various platforms to better understand customers and build deeper relationships. Draws useful insights from data obtained which informs organisational direction and strategies of product offerings and marketing channels to better serve customer's needs.

**Value based Selling-Skilled**

Provides customers with a value-added perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility

**Foundational Skills**

**Building Relationships-Advanced**

Creates relationships with immediate team and across the organization characterized by a high level of acceptance, cooperation, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success.

**Collaborating-Advanced**

Works together to achieve a common goal by sharing ideas and thinking. Productive and efficient engagement with team members. Plays to each other's strengths. Fosters a mutual respect for one another’s knowledge, experiences, contributions, and inputs.

**Problem Solving-Skilled**

Leverages knowledge, previous experience, and skills to identify the crux of an issue and creates a workable solution to resolve problems. Understands verbal or numerical information and how to make reasoned decisions based on this analysis.

**Data Savvy-Skilled**

Identifies key information and data as well as relationships between different pieces of information. Uses business-related data presented in graphs, tables, and reports to generate solutions to a variety of problems, using statistical or other spreadsheeting skills.

**Analytical Reasoning-Skilled**

Uses logic and mathematics to figure out problems by breaking down the information into manageable components in a step-by-step approach. Examines data to understand issues, assesses consequences of different courses of action and proposes solutions.

**Foundational Skills - SWOmies**:

- Derives skills from the mission, vision, values and organizational strategy_

**Maximizes Results-Skilled**

You focus relentlessly on the quality of what you do and work to make our systems better and more efficient to maximize results. You embody the notion that “how” we do something is as important as “what” we achieve. You push to meet or exceed goals, holding yourself to account and personally improve performance.

**Customer Excellence-Adv