The Licensing Manager would be a senior leader who plays a critical role hiring, coaching and developing a team of licensing sales professionals (Licensing Sales Specialist (LSS), whom key accountabilities are, to work as part of the Microsoft Account Team as a specialist resource, to deliver the appropriate licensing solution meeting customer software requirements. You are entrusted to manage the workload of your team, who are accountable to driving billions of dollars of Volume Licensing Sales. As the team lead, you are expected to coach the overall Microsoft selling process and the LSS team that drive year on year growth in revenue and market share, optimizing the customer lifetime value, delivering strong partner and customer satisfaction.
• Hire the right people who will drive licensing revenue and market share for Microsoft.
• Coach the account teams & LSS team around account planning guidance to maximize volume licensing revenue, negotiation strategies and deal escalation strategies and tactics.
• Coach account teams and other field stakeholders on the role of the LSS (strategy and vision) and how best to engage.
• Develop the LSS team to further enhance their program and product licensing skills and sales and relationship management competencies.
• Implement world class approach within LSS team in judiciously utilizing discounting on deals, help partners and sales teams to close complex Enterprise Agreements and Cloud deals.
• Perform a role in the segment leadership to help set strategy for the segment by leveraging licensing and deal making expertise.
• Work with key stakeholders in the business - Business Desk, Operations, Licensing Solution Provider Partner Sales Executives, Volume Licensing Manager and others to build a sustaining licensing growth engine that is cohesive, resilient and optimized.
Key Experiences:
• 5+ years of Sales or Sales Excellence experience.
• Seasoned sales and negotiation professional, unafraid of conflict.
• Positive attitude with a passion in licensing and working with internal stakeholders and customers.
• Good communication skills and comfortable speaking at all organizational levels, from the CxO to the procurement/purchasing teams.
• Experienced in establishing trusted advisor/strategic consultant relationships with a wide variety of internal and external stakeholders.
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