Specialist, Technical Sales (Licensing Associate)

Job Title:

Job Description

The Technical Sales professional will work with both internal and external teams, including Vendor Tele Renewal specialists (VT RS), Field Representatives (Commercial Executives (CE), Channel Partners (LSP) and Operational resources (CLO).

The Technical Sales professional must have an aptitude for attention to detail, enjoy working with licensing programs, be willing to support new customers offerings as indicates, and have a capability for compliance & adhere to defined policies and procedures. Quality of delivery is a high priority for this role.

The Role of the Technical Sales is to provide Licensing Consultancy & Deal Construct Support for selected Commercial Volume licensing programs (as indicated) including but not limited to:

1. Enterprise Agreements (EA, EAS, SCE),

2. Open program (OLP, OV, OVS)

3. Products and Services Agreement (MPSA)

4. New Commerce agreement (CSP, MCA-E).

5. OSPA (China)

CHARTER

Collaborating with the Vendor Renewal Specialist (RS) & Vendor Partner Connection Manager (PCM), the Technical Sales charter is to secure the customers renewal agreement on time, identifying up sell and cross sell opportunities aligned to the customer needs. It is also to sell new customers agreements based on demand triggers.

This is done by working with the Renewal Specialist to:

a. Know the customer’s business & licensing scenario.

b. Know the customer’s stakeholders & timelines.

c. Identify the potential up-sell and cross-sell scenarios for that customer.

d. Prepare the value proposition for these scenarios with the RS.

e. Leverage resources such as Deal books and Solution assessment workshop.

f. Gather what the customer wants to achieve as business outcomes now and in future.

g. Migrate customers to other programs where possible,

h. Ensure that customers are delighted by products and services.

KEY RESPONSIBILIES

• Support Cloud and Licensing deals for the designated Territory/region.
• Work with RS/PCM to provide the best licensing solution for the customer and how to execute this aligned to strategy & policy’s
• Assist Vendor sales teams in developing and selling Cloud licensing solutions - e.g. assist in strong positioning of Cloud Services, help develop accurate, relevant and complete financial analyses highlighting the benefit of Cloud, provide guidance around specific Online contract language, product licensing and assist in identifying Cloud Services whitespace.
• Deal book preparation.
• Works with partner and sub stakeholders to understand the sales hurdles being encountered during deal conversations - escalate as appropriate and assist in developing the needed innovations to smooth the sales cycle.
• Understands our competitors cloud licensing strategies, help our account teams position the benefits of the cloud solution to customers and support Cloud compete offers. including Customer/Channel Price Sheets (CPS) and any applicable concessions via an amendment.
• The Technical Sales will work to ensure secure all necessary pre-approvals from the authorized stakeholder.
• The Technical Sales will co-ordinate any necessary approvals by in required tools for the customer agreement (new or renewal).
• The Technical Sales will ensure adherence to policy’s and procedures.
• The Technical Sales will ensure a quality driven service, including continuous learning and identifying areas for process improvement.

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