Sr Licensing Executive EDU

JOB DESCRIPTION: Education Licensing Executive, US Public Sector

This position is responsible for providing complex analytical and contract negotiation support for Education account (Higher Education and K-12) in the United States.   This individual will participate in the negotiation of terms and conditions necessary to close Campus & School Agreements, Enrollment for Education Solutions, Education Select Plus, consortia and other key Microsoft Volume Licensing agreements.   He/She will work with the Education Field Sales management team and Licensing Specialist team to develop overall strategy, territory plans, and specific account tactics to increase volume licensing and annuity revenue in the Education managed and breath businesses.

Responsibilities: This position will provide volume licensing leadership to the US Public Sector Education sales organization by collaborating with the Senior Leadership Team, Field Sales and Licensing Specialist teams to develop an Education-specific framework and plan to maximize our volume licensing and annuity revenue.   The individual must be capable of:

  Delivering expert knowledge of Microsoft volume licensing programs, negotiation strategies, and best practices to the Education Sector Field Sales VP/GM/Directors, Account Managers, Licensing Specialists, and others within the Education organization.

  Directly participate in negotiating complex terms and conditions outside of Field Empowerment necessary to close Volume Licensing customer agreements, and makes key decisions on agreements with input from the WWLP and Education management teams.

  Frequently engage in negotiations with customers via phone and video teleconferences, and attend face-to-face negotiation with customers when required.  

  Consistently apply complex licensing principles to reach successful sales solutions.   Identify and resolve agreement issues, recommend compromises, prepare contract amendments and price sheets, and coordinate the execution and distribution of final agreements with the Licensing Specialist team.  

  Ensure sales and negotiation strategies adhere to established WWLP guidelines, Microsoft policies and procedures, and maintain solid licensing practices and legal standards. Proactively identify and recommend solutions for improving volume licensing agreements, developing new volume licensing programs, contracts negotiations, and Field Sales processes.   Actively participates in the development of agreements related to new volume licensing programs.

This position will have frequent contact with all levels of Microsoft employees including individuals from the following groups: Worldwide Licensing and Pricing, US Public Sector Field Sales, Public Sector Industry Group, Channel Programs and Marketing, Finance and Volume Licensing Operations, Legal and Corporate Affairs, and Business Groups.

Qualifications (recommended): The ideal candidate will have a Bachelor’s Degree in Business Administration with a minimum 7 years of business experience with at least 5 years of applicable experience in sales and marketing, operations management, finance, and/or contract negotiation/management or an equivalent combination of education and experience. MBA preferred. Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills.   Good software industry and software licensing experience is a must. Excellent interpersonal, verbal and written communication, analytical, and presentation skills are also required

Job Location: Boston, New York City, Philadelphia, Washington DC

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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Senior Licensing Sales Specialist SMSP

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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Analyst Licensing- Compliance

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