Requisition Number: 91358

BASIC FUNCTION OF JOB

The Microsoft Renewals Consultant is responsible for partnering with an Insight Account Executives (AE) and Software Solutions Executive (SSE) to drive Solution Sales around Microsoft Renewals (“Solution Sales”) within the assigned book of business. The MRS is an expert in developing Microsoft licensing solutions and must establish trusted advisor status across all Client relationships (alongside the AE, SSE, and Sales Manager). Focus will be on achieving sales and profit goals through joint account planning, vendor partner teaming (internal & external), on-site client interface/visits, engagement/solution development and follow-up. The MRS is responsible for reconciling client contract data, preparing renewal quotes, and owning the client’s renewal data. This position is a Microsoft licensing expert and has a granular understanding of specific licensing programs and the nuisances within them. There may be an extensive and exhaustive analysis and comparison of licensing options and the ideal candidate is a skilled presenter with the ability to engage VP’s, SVP’s, CIO, CFO, and all other C level individuals.

This position supports Insight Sales Teams through on-site customer meetings when required or participating in conference calls, and plays a significant role in responding to Microsoft software-specific portions of customer Request for Proposal (RFP) documents.

WORK PERFORMED

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential Functions of the Job:

Internal Sales Planning

• On-going teaming with Insight Account Executives and Software Solutions Executives to create/refine a comprehensive and formal Microsoft licensing renewal strategy.
• Develop/support a T-12 renewal strategy that positions Insight to capture a significant percentage of the Microsoft IT spend.
• Increase revenue by expanding the Client’s existing Microsoft purchasing spend into new workloads/cloud services.
• Consistently be cognizant of Microsoft’s current and developing solution offerings and program changes to support business development and deal closures.
• Provide the leadership oversight of RFPs recommended for response with the alignment and partnership of the appropriate support organizations and SMEs

Client-Facing Activities

• Meet with Clients, ask probing questions and listen carefully to understand and capture each Client’s specific near-term and long-term Microsoft licensing needs
• Deliver/present renewal proposals to Clients and actively work to close the deals
• Create and deliver custom presentations/proposals based on the Client’s specific needs as well as potential future-state requirements for Microsoft licensing.
• Develop and present Return on Investment (ROI) models related to the proposed solution, as applicable
• Use Case Studies and Reference Accounts (in conjunction with Marketing), and successfully leverage these sales tools in future opportunities by presenting relevant examples to the Client
• Build long-term Client executive level relationships and strive to gain “Trusted Advisor” status at all levels within the Client organization

Skills Building

• Complete periodic manufacturer (Microsoft) training (and other training as applicable) in order to have relevant business conversations with Clients about the hardware and software required for Insight Solutions that solve Client needs
• Complete periodic internal training on Insight Services offerings in order to keep current with technology and industry trends
• Attend relevant industry conferences as well as vendor training sessions/webinars, as required, to maintain current on how Insight’s capabilities support and map to industry trends, emerging technologies and risk avoidance with obsolete business solutions or end-of-sale/end-of-life technology products
• Maintain training on internal systems used to support/manage Microsoft EA customers such as Enterprise Licensing Dashboard, Explore.ms, Excel Pivot tables, PowerBI and other tools as needed.
• Understand relevant technology solutions, how they essentially function and how they benefit the client

Vendor Management

• Develop and maintain a working relationship with Microsoft for assigned clients.
• Participate in account planning sessions with AE, SSE, and Microsoft to grow existing Microsoft business at buying accounts

MINIMUM REQUIREMENTS

Education and/or Experience

Bachelor’s Degree in Business Administration preferred. Three plus years of Microsoft licensing sales experience (as required by designated Level below). Professional Training and certifications in Microsoft preferred.

KNOWLEDGE, SKILLS AND ABILITIES

Strong written and verbal skills required. Able to write reports, proposals, statements of work and/or business correspondence. Must have excellent communications, customer service and interpersonal skills; including the ability to effectively present information and respond to questions from groups of managers, customers, and other teammates.

General Skills

• Reconcile Client renewal contract data
• Reconcile vendor contract data
• Pull client renewal data reports from the system and reconcile in MS Excel
• Answer contract maintenance data base issues
• Work with vendors to receive quotes with set timelines
• Work in coordination Account Executives Software Solutions Executives
• Ability to read, analyze, and interpret the most complex documents
• Ability to respond effectively to the most sensitive inquiries or complaints
• Ability to write using original or innovative techniques or style
• Ability to make effective and/or persuasive presentations on complex licensing topics to clients

PHYSICAL DEMANDS

The physical demands of the position are those of an office environment working with phones, computers and standard office equipment. Light to moderate lifting may be required. Ability to uphold the stress of periodic business travel to meet sales objectives is required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those a teammate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• 
  Moderate noise (i.e., business office with computers, phone and printers, light traffic)
• Ability to work in a confined space
• Ability to effectively engage in meetings during travel (e.g. Airports, Business Venues, Hotel Lobbies, etc.)
• Ability to sit at a computer terminal for an extended period of time

The base salary range for this position is typically $110,000 to $150,000 with additional bonus and benefits available. However, compensation decisions are dependent on the facts and circumstances of each case, including experience and location, and we will also consider candidates outside of this range as necessary.

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

Posting Notes: Remote || Arizona (US-AZ) || United States (US) || Sales/Business Development || None || Remote; US - Chandler,AZ; US - Franklin Lakes, NJ; US - King of Prussia, PA; US - Lake Wales, FL; US - Lansing, IL; US - Liberty Lake, WA; US - Madison, WI; US - Memphis, TN ||