Senior Licensing Sales Specialist SMSP in Chevy Chase, MD

TitleSenior Licensing Sales Specialist SMSP
LocationChevy Chase, MD
Date AddedDecember 5, 2014
Open Positions1

The Licensing Sales Specialist is responsible for:
Directly interfacing with clients, partners, field Sales and District leadership to successfully implement licensing solutions that result in high customer satisfaction while maximizing customer revenue contribution across Microsoft product, Online and service offerings.
Minimize risk to Microsoft by making business and legal decisions within field sales empowerment guidelines that maximize the value of the agreement and the relationship to the client and to Microsoft.
Building a sustainable business case for exceptions and proposals for resolution.
Negotiates with representatives of the client's cross functional teams including directly interfacing with CXO level clients to close highly complex, customized licensing and services business. An awareness of the legal, financial and operational impacts, risks and costs, for all required concessions.
Typically manages business/customer issues with a level complexity which requires further internal negotiations with senior sales leadership or cross business unit / function.
Acts as a consultancy to field reps to arrive at a sound proposal - financially and well as through terms and conditions that is fair and maximizes MS business potential, within program parameters and field empowerment guidelines.
Represent Microsoft position on common business or legal negotiations, concessions.
Liaison with cross functional departments (legal, finance, marketing, operations and WWLP).

Responsible for educating sales force on licensing including rolling out new programs and licensing changes, and is the Licensing Team lead for on premise to cloud transformations.

Key deliverables for this role include:
Development of Annuity business plan in support of the segment / regional sales goals and objectives.
Key accountabilities include sales quota responsibility for platform volume licensing business (on-premise and cloud) and on-time revenue recapture rate (OTRRR).
Selling Enterprise Agreements and recommending alternatives where appropriate.
Maximizing contract revenues: manage discount and concessions, exploit up sell opportunities, and deliver appropriately flexible solutions.
Able to successfully engage the support and assistance of the local Sales management to drive appropriate business practice and consistency.
Negotiates successful solutions with customers, within Business Desk guidelines while maximizing revenue.
Strong internal and external negotiation skills and proven track record of leading complex deal negotiations.
Contribute and support development of revenue and licensing targets as well as metrics on behalf of local geography and local licensing team for business measurement and territory development purposes.
The candidate will act as advisor to field management and Microsoft Business Desk, but also has ability to independently assess tradeoffs associated with empowerment concessions and pricing.

Qualifications include a minimum of 6-8 years of directly applicable experience in sales, consulting, licensing, contract negotiation, and/or services experience with Enterprise customers. Candidates must have four year degree in Business or related discipline, MBA preferred. Microsoft Certified Professional (MCP) in Licensing for Large Orgs is a requirement within the first 6 months, if the candidate is not already certified.

Moderate travel required,

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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