Recruiting
Enterprise Agreements Licensing Specialist
Job
Description
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 AM (Account Managers)
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
(Business Productivity Online Standard - BPOS, Enterprise Application Platform)
and Services (Managed Services )attach. Negotiations of Open and Open Value ,
Campus and Schools agreements as well.
How does the LSS role add value?
How does the LSS role add value?
The
LSS role adds value by:
- Providing
volume licensing expertise within the Country. This includes mastering
Program and Product Licensing scenarios focused principally on EA, EAS (EA
Subscription) offerings.
- Performing
a Sales role, including
- Contributing
to the overall account plan by developing appropriate licensing strategies
to further grow revenue and annuity penetration,
- Developing
and selling licensing solutions by driving customer licensing proposals
and
- Negotiating
with customers to maximize contract value and Customer Satisfaction,
whilst simplifying the licensing experience for the customer and driving
for “right licensing”.
In detail, the LSS will
- Create
and manage comprehensive account specific licensing annuity plans for
his/her country.
- Drive
Account penetration for EA, through full platform EAs, attach / re-attach
and cross-sell / up-sell opportunities, incl. BPOS, MDOP (Microsoft
Desktop Optimization Pack), EAP (Enrolment for Application Platform), ECI
(Enrolment for Core Infrastructure), 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 (Inside
Account Managers),
- Define,
drive and execute on negotiation strategies and tactics, in collaboration
with the AMs.
- Develop
accurate, relevant and complete financial analyses for customers,
including MS TCO Analysis for Microsoft software purchase and Cost Savings
through acquisition and deployment of Microsoft technology
- Proactively
offer strategic licensing consulting to both the Account managers and the
SMB Licensing specialists.
- Proactively
offer Software Solutions to the Customers and to the AM’s in the Country-
- Be
able to work on set sales targets and define strategy to achieve these targets
and to follow the set strategy punctually.
- Manage
the proposal development process and maintain the time-lines for the
proposal teams.
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
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 and to help customer
understand the Software solution for his technical needs .
- Its
focus on driving consistency and predictability in the ways in which the
company achieves revenue in the account whilst creating a good environment
to position the other company solutions not necessarily Microsoft
solutions
Candidate Profile:
Minimum
2-3 years’ experience in the related field
Minimum
Bachelor’s Degree in Bcom, BA,Bsc
MCP
Certifications in either of the below;
- Designing
and Providing Microsoft Volume Licensing Solutions for Small and Medium
Organizations
- Designing
and Providing Microsoft Volume Licensing Solutions to Large Organizations
- Planning,
Implementing and Maintaining a Software Asset Management (SAM) Program
Subject matter skills in the below;
- 200
to 300 Level Sales Negotiation professional, closing business with large,
medium and small customers
- 300-400
Level knowledge of Microsoft licensing and the end-to-end licensing
acquisition process
- 200
to 300 Level knowledge of basic Microsoft platform technologies and
enterprise solutions
- 200
to 300 Level knowledge of major competitors’ licensing programs, value
propositions and discounting strategies
- 200
to 300 Level knowledge of LAR partners, specifically as it relates to
their business models and approaches with customers
Search
Engine Optimization Expert (SOE)
Techno Brain, an ISO 9001: 2008 certified & CMMI Level 3 Company, is Africa’s leading custom software application provider.
Techno Brain, an ISO 9001: 2008 certified & CMMI Level 3 Company, is Africa’s leading custom software application provider.
Techno
Brain offers innovative software solutions to Government, NGO, and large
Private organizations.
Due
to the recent expansions Techno Brain seeks to recruit an excellent Search
Engine Optimization expert for our Kenya office.
Responsibility
Responsibility
- Responsible
to improve organic search result of the website
- Plan
and implement Internet marketing activities for corporate and product
websites
- Develop
effective SEO strategies to improve website traffic
- Ability
to work in a target based environment – Delivery Targets & New
Business Targets
- Understanding
the requirements of the market and positioning an appropriate solution
- Developing
optimized content for website and online forums
- Responsible
to cover all ROI marketing channels such as Search Engine Marketing,
Metasearch, Affiliates Marketing
- Explore
potential market, execute market research and hence focus on target market
in e-marketing segment
- Deep
understanding for various traffic analysis tools like Google Analytics for
Monitoring & reporting the website performance
- Ability
to do competitive analysis, analyze website traffic using various tools
and generate targeted leads
Requirement
- Graduate
from a reputed Institution
- Should
have handled SEO, SMO methodologies along with PPC.
- Demonstrated
results for increasing site rankings in organic listings
- Various
modes to generate qualified leads
- Well
versed with different Search engine tools for Keyword research, competitor
research, LSI and Content Analysis
- Knowledge
on various techniques of On Page Optimization (like URL and page content
optimization) and Off Page optimization
- Knowledge
on Forum Discussions, Business Listings, Classified Ads, Directory, Blogs,
Commenting, RSS
- Knowledge
of Google Ad words, Yahoo, Facebook advertising to check landing page
performance
- Methods
to improve organic performance
- Outstanding
communication skills, both verbal & written and both technical &
non- technical
- Ability
to work with diverse group of individuals in a professional and service
oriented manner
- 2-5
Years’ experience
- Experience
in optimizing B2B, IT products and software company websites
Senior
Sales / Account Executive
Techno
Brain, an ISO 9001: 2008 certified & CMMI Level 3 company, is Africa’s
leading custom software application provider.
Techno
Brain offers innovative software solutions to Government, NGO, and large
Private organizations.
Due
to the recent expansions Techno Brain seeks to recruit an excellent Senior
sales/accounts executive for the Training department.
Responsibilities:
- Meet
Minimum sales and collections standards, as set forth by the GM
- Visiting
minimum number of clients per day as set forth by the GM
- Bringing
new and repeat Business from their designated accounts (clients)
- Manage
client relationships, client retention, looking for new clients
- Give
presentations, Seminars and briefings to clients as and when required.
- Doing
customer satisfaction survey and giving the inputs to the training
manager.
- Analyzing
the market trends based on customer feedback and update GM about the same.
- Submitting
MIS and reports as per the guidelines of SM/GM.
- Be
very familiar with the latest technologies and products.
- Use
software tools on the desktop to track client contact information,
communication with potential clients, and other sales-related functions.
Qualifications
- A
degree in a business related or IT field.
- Certification
is Sales and Marketing is added advantage
- At
least 3 years experience in IT sales.
- Extensive
knowledge in IT products both solutions and training
- Ability
to meet tight deadlines.
Sales
Manager – Solution Sales
Techno
Brain, an ISO 9001: 2008 certified & CMMI Level 3 company, is Africa’s
leading custom software application provider.
Techno
Brain offers innovative software solutions to Government, NGO, and large
Private organizations.
Due
to the recent expansions Techno Brain seeks to recruit an excellent Sales
Manager for the Solutions department.
Roles
& Responsibilities
- The
role will require the candidate to manage business development for IT
Solution & Service sales in the demographics assigned.
- To
guide and help local sales work force in building their skills for various
sales activities like making quality presentations, handling customer
objections, negotiation skills, etc.
- Developing
strategy, tactics, sales plans and profit targets.
- Delivering
sales by developing relationships with retail partners,managing all
strategic alliances/partnerships, identifying and reporting on business
opportunities in target markets.
- Achieving
targets for revenue, profitability and sales growth.
- To
build capacity of work force in the areas of: Business Development, Sales
& Marketing, Account Management, Project Management.
Skills & Experience
- Overall
6+ experience in the industry with a minimum 4 years+ of experience in a
Sales Manager role in IT Sales.
- Post
Graduate from a reputed Institution, preferable with a science background.
- Proven
IT Solutions & Services sales management experience, together with a
good record of achieving targets.
- Experience
of managing multiple customers across geographies.
- Experience
in SAP/ORACLE sales is preferred.
- Multi
vendor / SI Program management experience.
- Good
Networking across the Industry.
- Proven
people leadership.
- Outstanding
communication skills, both oral and written, and both technical and non-
technical, and the ability to work with a diverse group of individuals in
a professional and service-oriented manner.
General
Manager – Solution Sales Tanzania and Ethiopia
Techno
Brain, an ISO 9001: 2008 certified & CMMI Level 3 Company, is Africa’s
leading custom software application provider.
Techno
Brain offers innovative software solutions to Government, NGO, and large
Private organizations.
Due
to the recent expansions Techno Brain seeks to recruit an excellent General
Manager is solution sales.
Roles & Responsibilities
Roles & Responsibilities
- The
role will require the candidate to manage overall business development for
IT Solution & Service sales in the country of responsibility.
- Responsible
for managing entire sales and marketing operations in Tanzania
- To
guide and help local sales work force in building their skills for various
sales activities like making quality presentations, handling customer
objections, negotiation skills, etc.
- Developing
strategy, tactics, sales plans and profit targets.
- Delivering
sales by developing relationships with retail partners,managing all
strategic alliances/partnerships, identifying and reporting on business
opportunities in target markets.
- Achieving
targets for revenue, profitability and sales growth.
- To
build capacity of work force in the areas of: Business Development, Sales
& Marketing, Account Management, Project Management.
Skills & Experience
- Overall
8 years’ experience in the industry with a minimum 4years+ of
experience in a Managerial/Leadership role in IT Sales.
- Qualification:
Post Graduate from a reputed Institution, preferable with a science
background.
- Proven
IT Solutions & Services sales management experience, together with a
good record of achieving targets.
- Experience
of managing multiple customers across geographies
- Multi
vendor / SI Program management experience
- Good
Networking across the Industry
- Proven
people leadership
- Outstanding
communication skills, both oral and written, and both technical and non-
technical, and the ability to work with a diverse group of individuals in
a professional and service-oriented manner.
- Flexibility
to travel.
KDC
Director
Roles
& Responsibilities
The
role will require the candidate to provide leadership to the Program Managers /
Project Managers in running the development, RnD and operations and drive the
architecture, build, testing, with an aim to meet and excel the customer needs,
as well as, internal needs, such as working closely with the Sr. leadership
team and achieve operational parameters.
Has
to work closely & collaborate with Global Delivery Head, CEO, Head sales
/Practice Heads/ GM Sales in a collaborative manner to grow the business
cutting across various Industry verticals and Strategic Business Units &
Customer Units and ensure the RnD function runs successfully as a self-contained
Horizontal.
Build
the foundation for all development and conceptualize different service
offerings & solutions to customer, as well as in ensuring the technical
development of services for customer contracted work. Would need to take ownership
of all key performance parameters to drive the operating margin of the accounts
that fall under the Horizontal.
Conceive,
assess and develop the technology vision for the Horizontal
Design
and implement frameworks for performance optimization, scalability, security,
reusability for delivery excellence and customer delight
Introduce
best practices in software development, agile methodologies and coding
standards; institute change when necessary and appropriate
Responsible
for establishing operating procedures, work assignments, planning, and all
project management activities across the horizontal.
The
role would also need to closely work with CEO, Head sales /Practice Heads/ GM
Sales/ Account Managers in business development, competency building and
complete responsibility & ownership for RnD excellence in the respective
technology practice area.
Skills
& Experience
- Overall
15+ experience in the industry with a minimum 10 years+ of experience in a
development centre.
- Qualification:
Post Graduate from a reputed Institution with Computer Science
specialization and preferably a PMP certification.
- Preferable
Experience at customer site as onsite delivery manager or experience as
Technology Practice Head / Delivery Head for Horizontal or Industry verticals
- Experience
of managing multiple customers across geographies
- Fixed
Price project management, with SLA based delivery
- Multi
vendor / SI Program management experience
- Offshore
DM experience (should have handled a large enterprise accounts or multiple
small and medium sized accounts)
- Well-versed
with quality management processes
- Any
leadership initiatives assumed Corporate level or at any
SBU/vertical/functional level, with a proven success
- Good
Networking across the Industry
- Proven
people leadership
- Outstanding
communication skills, both oral and written, and both technical and non-
technical, and the ability to work with a diverse group of individuals in
a professional and service-oriented manner
- Extensive
knowledge in developing applications in Microsoft ERP platforms.
Business
Development Manager ORACLE / SAP
Roles
& Responsibilities
Manage,
support, and supervise the business development department responsible for
acquisition of new projects and project bids.
Locates
or proposes potential business deals by contacting potential partners;
discovering and exploring opportunities. Following up new business
opportunities and setting up meetings.
Proactively
develops and improve products and services by researching industry and related
events, publications, and announcements.
Set
sales targets and define strategy to achieve these targets and to follow the
set strategy punctually.
Manage
the proposal development process and maintain the time-lines for the proposal
teams.
Coordinate
with sponsors concerning size, standards, conditions and timing of research.
Support
marketing activities, including trade/ scientific shows, mailings, etc.Initiate
marketing strategies and coordinate actions to influence the market.
Planning
and preparing presentations.
Establishing
and maintaining working relationships.Communicating new product developments to
prospective clients.
Plan,
direct, supervise, and coordinate work activities of subordinates and staff
relating to employment, compensation, labor relations, and employee relations.
Skills & Experience
Skills & Experience
- Overall
6+ experience in the industry with a minimum 3 years+ of experience in a
Business Development Manager role.
- Qualifications:
Preferably a post graduate with an Oracle/SAP back ground.
- Proven
IT Solutions & Services sales management experience, together with a
good record of achieving targets.
- Experience
of managing multiple customers across geographies
- Outstanding
communication skills, both oral and written, and both technical and non-
technical, and the ability to work with a diverse group of individuals in
a professional and service-oriented manner
Email: hr.ke@technobrainltd.com