Job Description
Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence and encouraging teams and leaders to bring their best each day.
Microsoft is seeking a highly motivated professional to join our Microsoft Baltics Team as a Licensing Sales Specialist.
The Licensing Sales Specialist (LSS), is a sales professional who is responsible to close Volume Licensing(VL) deals and sees them through to processing.
You will manage the pricing of Volume Licensing deals and will continually seek out revenue growth opportunities through up-selling and cross selling. You will work with and through the wider sales teams, both internally and externally to Microsoft, in order to achieve targets. You will be measured on sales goals as well as execution metrics that ensure on-time and quality deals.
You will provide expert advice & consultation to the sales office in relation to licensing solutions for customers in complex scenarios. You will be the escalation point for any requirements to discount deals or adjust customer contract terms & conditions. You will hold specific discount and customer contract concession approval authority in order to close volume licensing deals. You will create strategic plans for the sales office that maximizes the monetization of VL. You will have to demonstrate an insatiable appetite to continuously learn as well as energize the companys mission on empowering every person and every organization on this planet to achieve more.
Examples of your business impact activities:
Ensure the Volume Licensing solution meets customer needs by creating & proposing Volume Licensing solutions to Microsofts largest Enterprise customers.
Act as a Volume Licensing Consultant for the sales office and largest Enterprise customers to find the optimal licensing solution
Agree on the best commercial Volume Licensing deal through definition & negotiation of the commercial terms in collaboration with the Account Team
Manage any discounting or changes to Volume Licensing customer contractual terms using your own approval authority or working with other approvers as needed.
Work though and with various sellers, both internally and externally to Microsoft such as channel partners, tele-sales teams, Microsoft account teams and in order to achieve revenue targets. Manage key stakeholders to meet critical deadlines.
Land on time Volume Licensing revenue by overseeing the deals through the negotiation to processing & invoice
Create and manage the Volume Licensing elements of a licensing Quota Retirement Plan. The plan maps out how to maximize the commercial Volume Licensing opportunity for the account.
Contribute to the licensing community by sharing best practices and insights on sales execution.
Provide licensing consultation (e.g. negotiating tactics, up-selling scenarios) to account and / or opportunity strategies in collaboration with the sales team and stakeholders (such as LSP PSE (Licensing Solution Provider Partner Sales Executive), SAM EM (Software Asset Management Engagement Manager), etc.
Contribute to the global licensing community by sharing best practices and insights on how to close Licensing Annuity Business.
Obsess over Microsofts customers and prospects to deliver a world-class customer engagement experience.
Requirements:
• Fluency in English is essential
• The ideal candidate will have 4+ years of experience a sales role, ideally in a modern and automated inside sales and marketing environment.
• MCP (Microsoft Certified Professional) certifications a plus. In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring.
• Seasoned sales and negotiation professional, unafraid of conflict.
• Positive attitude and a passion for working with customers and partners.
• Comfortable speaking at all organizational levels, from the C-level executives to the procurement/purchasing teams.
• Experienced in establishing strategic consultant relationships with internal and external stakeholders.
• Able to explain complex solutions; skilled at simplifying the complex.
• Strategic, long-term thinker able to analyse data to identify trends, risks and opportunities.
• Team player and collaborative high performing individualists will not be successful. Desire to work in a competitive environment where ones growth potential is driven by ones abilities and attitude.
• Strong interpersonal skills, excellent oral, written and verbal communications skills. Ability to successfully communicate with contacts via the phone, email, video and presentations.
• Degree required, BA preferred
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.