Job Category: SalesLocation: Malvern, PA, USJob ID: 837351-111621Division: Sales
Description
The LSS is at the center of Microsoft’s Licensing Annuity business. The required key competences are Sales and Relationship Management related to a thorough understanding of MS volume licensing offerings. The LSS adds value by negotiating licensing agreements that maximize long-term revenue and enhance the customer experience. 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 optimize Licensing strategies for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. Success is measured by meeting or exceeding Sales objectives such as: EA revenue/renewals, revenue recapture, up sell / cross sell to Office 365, Enterprise Application Platform or Enrollment for Core Infrastructure agreements in addition to Premier Services.
The LSS role adds value by:
1. Providing volume licensing expertise within the sales district. This includes mastering Program and Product Licensing scenarios focused principally on EA, EAS (EA Subscription) and Select Plus offerings.
2. Performing a Sales role, including:
a) Contributing to the overall account plan by developing appropriate licensing strategies to grow revenue and annuity penetration,
b) Developing and selling licensing solutions by driving customer licensing proposals
c) Negotiating with customers to maximize contract value improving customer satisfaction
3. Managing external and internal relationships, including:
a) Customers (procurement customer engagement)
b) Large Account Resellers
The ideal candidate will have a Bachelor’s Degree in Business Administration or related field, with a minimum of 7-10 years of direct experience in sales, and/or contract negotiation/management in a sales environment. Substantial Microsoft Licensing experience is preferred. Additional experience in operations and/or finance a plus. Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills. Individual should be very organized, systematic, and have outstanding time management skills in order to work effectively. The candidate must also be able to deal with ambiguity, be able to effectively influence others without direct authority. Excellent interpersonal, verbal and written communication, analytical and presentation skills are also required.
Travel requirements: Moderate travel in the Mid-Atlantic States area.
This position is located in Malvern or Chevy Chase - Relocation is not available for this position.
Microsoft is an equal opportunity employer and does not discriminate against individuals on the basis of race, gender, age, national origin, religion, marital status, veteran status, or sexual orientation.
NOTE: Relocation is not available for this role.
SMSG
SALES:EPG
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Nearest Major Market: Philadelphia
Job Segments: Sales, Procurement, Relationship Manager, Operations, Customer Servic
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