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Location: Nairobi, KE
Job ID: 793078-80044
Division: (Not Division Specific)
The Licensing Sales Specialist (LSS) is at the center of Microsoft’s Licensing Annuity business, with annual revenue now exceeding $30B. The required key competences are Sales and Relationship Management related to a thorough understanding of Microsoft volume licensing offerings. The LSS adds value by negotiating licensing agreements that maximize long-term revenue and enhance the customer experience. It is a sales role that requires an ongoing working relationship with customers and close cooperation with EPG (Enterprise and Partner Group), CAM (Corporate Account Managed) and CPM (Corporate Partner Managed) segment field Sales Management and the Business Desk.
The LSS role is primarily focused on the EA (Enterprise Agreement) lifecycle, including New and Renewal negotiations. This includes helping customers to understand how to purchase, renew and maximize the licenses for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. The success is measured by meeting or exceeding Sales objectives such as: EA revenue, penetration, renewals, revenue recapture, up sell / cross sell (Enterprise Application Platform and Enrolment for Core Infrastructure) and Services (Premier / Microsoft Consulting Services) attach. Negotiations of Open and Open Value opportunities will also be undertaken from time to time.
How does the LSS role add value?
The LSS role adds value by:
1. Providing volume licensing expertise within the sub / district / region. This includes mastering Program and Product Licensing scenarios focused principally on EA and EAS (EA Subscription) offerings.
2. Performing a Sales role, including
a) Contributing to the overall account plan by developing appropriate licensing strategies to further grow revenue and annuity penetration,
b) Developing and selling licensing solutions by driving customer licensing proposals and
c) Negotiating with customers to maximize contract value and Customer Satisfaction, whilst simplifying the licensing experience for the customer and driving for “right licensing”.
3. Managing external and internal relationships, including
a) Customers (procurement customer engagement, aligning Microsoft’s total value proposition to procurement levers)
b) Field (Field enablement - link licensing solutions with subsidiary targets)
c) Partners (Partner Enablement - in conjunction with PAM role: driving ESA self-sufficiency)
In detail, the LSS will
1. Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary along with the EPG and SMS&P segments.
2. Drive Account penetration for EA, through full platform EAs, attach / re-attach and cross-sell / up-sell opportunities, incl. MDOP (Microsoft Desktop Optimization Pack), EAP (Enrolment for Application Platform), ECI (Enrolment for Core Infrastructure), Premier, whilst supporting license compliancy initiatives
3. Provide licensing consultation (e.g. negotiating tactics, up-selling scenarios) to account and / or opportunity strategies in collaboration with AMs (Account Managers), ESA PAM (Partner Account Manager), ATS (Account Technology Strategist) and SSPs (Solution Sales Specialists).
4. Define, drive and execute on negotiation strategies and tactics, in collaboration with the AMs, ESA PAM, , ATSs, SSPs and MS Partners, while managing exceptions within “Field Empowerment”. For exceptions beyond Field Empowerment, the LSS consults with the Business Desk to create appropriate licensing solutions.
5. Develop accurate, relevant and complete financial analyses for customers, including TCO Analysis for Microsoft software purchase and Cost Savings through acquisition and deployment of Microsoft technology
6. Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
7. Contribute to the licensing community and WWLP (World Wide Licensing & Pricing) by sharing best practices and insights on how to close Licensing Annuity Business.
How is the LSS role unique from other roles?
The LSS role is unique in:
1. Its focus on both the short-term and the long-term revenue goals within each customer account.
2. Its responsibility for providing a consulting ‘sounding board’ to field empowerment guidelines and alternate options that drive win/win/win situations for customers and Microsoft.
3. Its ability to create financial solutions for customers and provide simple solutions to complex licensing scenarios so that customers understand how Microsoft can help them in the acquisition process.
4. Its focus on driving consistency and predictability in the ways in which internal and external stakeholders interface with customers from a licensing perspective.
What are the key initiatives and challenges facing the LSS role over the next 6 months to 3 years?
The key initiatives and challenges facing the LSS role are:
1. Contributing to EPG and SMS&P growth objectives and initiatives (e.g. New Economy Action Plan) by maximizing revenue in each EA opportunity (e.g., advising on how to use discount empowerment and / or developing alternative solutions to discounting).
2. Leading the customer negotiations with the respective decision makers within the account and owning all the negotiation phases on behalf of Microsoft, while understanding and applying the Field Empowerment Guidelines in order to be able to close “good business” efficiently and with maximum profitability.
3. Driving an increase in customer satisfaction levels with Microsoft licensing and the process of acquiring licenses.
Understanding and complying with the challenges of Sarbanes-Oxley as they relate to how customers acquire software licenses and mitigating the risks to both customers and Microsoft.
Job Segments: Consulting, Customer Service, Field Sales, Operations, Procurement, Relationship Manager, Sales, Technology
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