Modern Work Sales Specialist

Job title: Microsoft Modern Work Sales Specialist 

Location: UK-based. Primarily remote, with occasional client travel and monthly visits to one of our offices.

Hours: Monday to Friday, 37.5 hours per week 

Salary: £40,000 - 50,000 + bonus plan

About BCN:

At BCN we unite people and technology to enable organisations to fly.  

We believe people and organisations can achieve anything using technology to it’s full potential. Our role is to help them understand what is possible, implement in the right way and utilise their technology to achieve their ambitions. Which is why we put people front and centre – building client relationships for life and fostering a culture where our people thrive. 

We are a leading managed IT services provider and technology consultant, specialising in delivering transformative technology solutions with industry-leading client experience across business, public sector and not for profit organisations. From cloud computing, cybersecurity, and data management to power app development, we are dedicated to pioneering technology with Microsoft innovation. 

Guided by our 3 values of building relationships, customer success and passion and dedication, we are on a mission to make BCN the most trusted tech partner in the UK today. The kind of company clients want to work with, and people want to work for. 

We are delighted you are on this journey with us! 

Focus of the role:

This is a commercially focused Microsoft sales role responsible for creating and progressing Modern Work opportunities across BCN’s existing customer base and helping win new customers.  

As our Microsoft Modern Work Sales Specialist, you will work closely with Sales, Marketing, Pre-Sales and Microsoft to identify customers who can gain greater value from their Microsoft investment and turn those opportunities into measurable revenue growth. 

Your focus will be on proactive customer engagement and execution of repeatable Microsoft sales campaigns, including Microsoft 365 Business Premium upsell, Copilot adoption campaigns such as Copilot in 30, security propositions and broader Microsoft 365 opportunities. You do not need to be a Microsoft licensing expert from day one. We're looking for someone who is driven, commercially aware, confident speaking to customers and excited about building their knowledge of Microsoft technologies. 

Key responsibilities

Modern Work sales & opportunity creation

• Proactively identify and develop Modern Work opportunities within BCN's existing customer base. 

• Build pipeline through targeted customer conversations, account data and Microsoft-led opportunities. 

• Identify upsell and cross-sell opportunities across Microsoft 365, Copilot, Security and related services. 

• Engage customers to understand their business priorities and position relevant Microsoft solutions and BCN services. 

• Own opportunities through qualification and early sales stages, collaborating with Account Managers and technical specialists to progress them towards closure. 

• Maintain strong commercial discipline around pipeline, next steps, forecasting and opportunity progression. 

Campaign execution

• Take ownership of executing targeted Microsoft growth campaigns across BCN's customer base. 

• Work closely with Marketing, Sales and Microsoft to identify priority customer segments and accounts. 

• Provide feedback on campaign performance, customer objections and opportunities to improve future activity. 

Customer engagement

• Build trusted relationships with customer stakeholders across commercial, IT and business functions. 

• Run effective discovery conversations to understand customer challenges, priorities and existing Microsoft investments. 

• Translate Microsoft technology into clear customer and business outcomes rather than relying on technical terminology. 

Microsoft 365 & licensing conversations

• Develop a strong working knowledge of Microsoft 365 products, licensing and commercial models. 

• Identify obvious opportunities where customers may benefit from moving between Microsoft 365 plans or adopting additional capabilities. 

• Understand the positioning and value of key Microsoft 365 offers including Business Premium, Microsoft 365 E3/E5 and Copilot. 

The expectation is commercial understanding and the ability to spot an opportunity, rather than being a deep licensing SME.

Microsoft alignment & co-sell

• Work with BCN's Microsoft alliance team to support joint campaigns and sales initiatives. 

• Help identify opportunities suitable for Microsoft engagement and co-sell. 

• Develop relationships with relevant Microsoft sales teams and understand Microsoft's priorities within Modern Work. 

• Support joint activity that increases customer engagement and pipeline creation for BCN. 

Internal collaboration

• Work closely with Account Managers to identify Microsoft growth opportunities within their accounts. 

• Collaborate with Pre-Sales and technical specialists to bring the right expertise into customer conversations. 

Person, skills & experience

Essential

• Experience in a B2B sales, account management, business development or technology sales role. 

• A strong commercial mindset and desire to create and close opportunities. 

• Confidence proactively engaging customers by phone, Teams and face-to-face. 

• Strong discovery and questioning skills. 

• The ability to turn customer needs into clear commercial opportunities. 

• A target-driven mentality and the discipline to manage pipeline, follow-up activity and next steps. 

• Strong communication and relationship-building skills. 

• An interest in Microsoft technology and enthusiasm for developing deeper knowledge. 

• The ability to work across sales, marketing, alliance and technical teams. 

Desirable

It would be beneficial, if you have experience working with: 

• A Microsoft CSP, MSP, reseller or technology partner. 

• Microsoft licensing or New Commerce Experience (NCE). 

• CRM and structured sales pipeline management. 

• Microsoft co-sell or vendor-led campaigns. 

Career development

This role is designed to provide a strong platform for someone wanting to build a career within the Microsoft ecosystem. 

You'll develop commercial and technical knowledge across Microsoft 365, Copilot, Security and the broader Modern Work portfolio, while working alongside BCN's Microsoft alliance, sales and technical teams. 

As your expertise develops, there is scope to progress into broader Microsoft sales, solution specialist, account leadership or Microsoft alliance/GTM opportunities within BCN. 

Why BCN?

• The opportunity to shape your own future with industry leading training and development, with access to our BCN Academy. 

• Competitive salary with the ability to progress. 

• 23-days holiday allowance, increasing with length of service, plus bank holidays, an extra day off on your birthday and the option to buy more! 

• Company pension scheme. 

• 2 paid leave days per year to volunteer and support your local community – if it matters to you it matters to us. 

• Health cash plan with free access to a confidential Employee Assistance Programme (EAP) supporting bereavement, financial, health and wellbeing, and much more 

• Life assurance 

• Cycle to work scheme, electric vehicle scheme, home and tech scheme, and retail discounts. 

• Balancing work, life, and fitness can be challenging, so we offer a free on-site gym at our Manchester and Leeds locations to make it easier to stay active. 

• Long service recognition to celebrate all the milestones 

• Beer (or soft drinks) and Pizza at the end of month, dress down every day, social events such as Summer BBQ, Christmas party and lots more!