Licensing Sales Specialist
Job Category: Sales
Job Category: Sales
Location: Kenya, Kenya - Non Location Specific
Job ID: 813387
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
In detail, the LSS will
- Create
and manage comprehensive account specific licensing annuity plans for
his/her territory or subsidiary along with the EPG and SMS&P segments.
- 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
- 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).
- 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.
- 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
- Proactively
offer strategic licensing consulting to both internal and external
stakeholders that drives more effective business and opportunity
management.
- 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:
- Its
focus on both the short-term and the long-term revenue goals within each
customer account.
- 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.
- 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.
- 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:
- 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).
- 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.
- 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.
Click here to apply online
Click here to apply online