Microsoft Solutions Sales Specialist
The Microsoft volume licensing business unit is a sales focused entity within Rectron. The licensing sale is a solutions-based sale that requires deep knowledge of licensing programs and the business value that these programs offer, as well as a sound level of product knowledge.
It is imperative that you provide a consistently professional and positive customer experience in your role to gain customer loyalty.
Primary Objectives : Licensing Sales
Advise resellers on the correct course of action to give end customers the best possible licensing solution, given the environment, business objective and budget constraints
Accurately and quickly prepare quotes for resellers, providing sufficient levels of detail where necessary to enable resellers to articulate the licensing message to end customers
Where required, attend end customer meetings together with resellers in order to assist in constructing the licensing bill of materials, as well as to assist in identifying further opportunities for Rectron products / services Engage with resellers regularly, such that you remain top of mind, ensuring that resellers are aware of the latest Microsoft promotions, Rectron offerings, as well as making sure that you are driving the cloud conversation
Ensure that all recurring and renewal billings are quoted on time (T-3), and engage regularly with resellers for updates on these deals to ensure that they land on time
Assist the Rectron internal team should they have queries regarding licensing, and assist their resellers to the best of your ability
Proactively drive annuity messaging at every quote request, and educate customers on the benefits of Software Assurance
Drive cloud messaging with resellers, and ensure that you are providing a cloud alternative quote where possible
Call down on the Rectron reseller base to identify new resellers for licensing and cloud
Call down on the Rectron Microsoft licensing reseller base to ensure higher frequency of transactions
Encourage resellers to attend Rectron training events
Reseller / Customer Lifecycle Management
Call down on resellers to ensure that cloud purchases are deployed, and discuss challenges in the deployment process
Call down on resellers to ensure that software assurance benefits are utilized, in order to ensure that end customers receive the best value on their OV / OVS agreements with the end goal of customers renewing agreements at the end of the term
Strategic Reseller Management
Go out to see strategic resellers regularly (frequency to be discussed with the reseller)
Develop strong relationships with strategic resellers, and get a deep understanding of partners’ businesses in terms of their business models and strategic priorities
Guide partners in the cloud transition process
Assist resellers in planning their funnel
Engage with resellers to identify areas where further support is required from Rectron
Assist resellers in end customer engagements as early as possible in the sales cycle to ensure that deals are processed through Rectron
Ensure that resellers have enough financial cover ahead of time in planning deals
Reporting & Administration
Submit weekly reports, due by COB Mondays. Reports should detail activities from the previous week, such as customers engaged with, events hosted etc.
customer feedback as well as weekly and monthly tracking across target areas
Ensure that Rectron’s CRM systems are updated with activities based on interactions and activities with customers
Prepare for and attend Microsoft forecast meetings, ensuring that you are able to provide detailed feedback regarding deals being tracked on funnel, as well as an accurate view of your current month’s standings as well as your commit number
If for any reason you are not able to attend a forecast meeting, ensure that you have nominated someone to forecast on your behalf, and provide all the necessary details.
Prepare for and attend all monthly KPI meetings with manager
Assist in other administrative tasks as and when required, including, processing of orders and agreements, invoicing etc.
Check that all your own orders are invoiced accurately and on time
Before processing an order, ensure that there is sufficient cover on a resellers account and involve the accounts team to keep cover available.
For cash clients, ensure that payment is collected before order is processed with Microsoft
Work closely with the Microsoft operations team and give accurate and detailed information on orders so that orders will be processed correctly first time around
Ensure that you stay up to date with knowledge on the latest products and services available from Microsoft. A good link for product training is www.
Maintain Expert level on Get Licensing Ready (www.getlicensingready.com) the tests need to be completed once per year in order to remain on Expert Level
Recommended : Take and pass all tests on the Microsoft Ops academy on www.microsoftreadiness.com this need to be completed once a year in order to stay qualified
Detailed knowledge of the following products and solution selling scenarios are required to be effective at selling Microsoft solutions :
Microsoft operating systems currently on Windows 10
Microsoft applications currently on Office 2016
Microsoft servers Windows Server 2012 / 2016, SQL Server, Exchange Server
Microsoft cloud solutions Office 365, Dynamics CRM Online, Azure
Maintain a basic level of knowledge on Rectron’s entire stack of products. Please refer to the internal team training calendar for a full schedule of training dates
Attending all scheduled internal and external training sessions for Microsoft software
Share knowledge within the team through the use of internal tools
Reach out and ask your peers / Microsoft for assistance as necessary
Host training sessions for resellers as necessary
Education / Qualification
University degree with either a business or information technology background preferable
Microsoft Licensing Solutions Specialist on Microsoft’s Get Licensing Ready tool an advantage
Any Microsoft technical exam an advantage
Experience (experience required for the job)
At least 2 years of experience in a sales environment, preferably one involved in solution selling
Experience with Microsoft volume licensing agreements targeted at small and medium sized businesses preferable