Specialist, Technical Sales (Licensing Associate)

Job Title:

Job Description

Working with multiple stakeholders, the LA must help renew and expand the portfolio of Microsoft Customer Commercial VL agreements in line with Microsoft Growth and Cloud strategy.

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

The LA must have an aptitude for attention to detail, enjoy working with Microsoft licensing programs, be willing to support new customers offerings as Microsoft 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 Licensing Associate (LA) is to provide LICENSING CONSULTANCY & DEAL CONSTRUCT SUPPORT for selected Commercial Volume licensing programs (as indicated by Microsoft) including but not limited to:

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

2. Open program (OLP, OV, OVS)

3. Microsoft 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 LA 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 Microsoft 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 Microsoft programs where possible,

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

KEY RESPONSIBILIES

- Support Microsoft 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 Microsoft’s strategy & policy’s

- Assist Vendor sales teams in developing and selling Cloud licensing solutions - e.g. assist in strong positioning of Microsoft Cloud Services, help develop accurate, relevant and complete financial analyses highlighting the benefit of Microsoft’s 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 Microsoft cloud solution to customers and support Cloud compete offers.

including Customer/Channel Price Sheets (CPS) and any applicable concessions via an amendment.

- The LA will work to ensure secure all necessary pre-approvals from the authorized Microsoft stakeholder.

- The LA will co-ordinate any necessary approvals by Microsoft in required Microsoft tools for the customer agreement (new or renewal).

- The LA will ensure adherence to Microsoft policy’s and procedures.

- The LA will ensure a quality driven service, including continuous learning and identifying areas for process improvement.

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