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  • Posted: Feb 6, 2019
    Deadline: Not specified
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    Microsoft Corporation (commonly referred to as Microsoft or MS) is an American multinational technology company headquartered in Redmond, Washington, that develops, manufactures, licenses, supports and sells computer software, consumer electronics and personal computers and services. Its best known software products are the Microsoft Windows line of operatin...
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    Commercial Licensing Manager

    Job description

    The Business & Sales Operations (BSO) group is the center of excellence for cross-business execution performance, planning, and sales operations. The team helps scale execution, operationalize business & sales programs, drive business, sales, and partner transformation that accelerate Microsoft’s business objectives locally. The Commecial Licensing Lead reports to the Business & Sales Operations Lead (BSO Lead) and thus is responsible for leading, creating, and orchestrating processes across all business groups locally.

    The Commercial Licensing Lead (CLL) leads transformation of how customers buy and partners sell with Microsoft, working holistically across segments and products, to champion licensing through subsidiaries and partners.

    The CLL Influences both revenue and customer/partner satisfaction as the role spans across all customer segments and business groups. Focuses on top Licensing Solution Partners and Cloud Solution Partners to ensure they are transforming their business to be a successful Microsoft partner of the future. This includes executive engagement of licensing road map, seller readiness, sales guidance/coaching on commerce programs and adoption efforts. Uses and understands metrics and KPIs to manage health of business through transformation. Is an active advocate for field and partners by providing continuous feedback to corporate teams on sales blockers, CPE issues, business opportunities and success stories. 

    Responsibilities

    • Change Management (50% of time)
      • Lead the local Commercial Licensing transformation across all licensing go to markets in your geography
      • Align with One Commercial Partner counterparts on landing licensing transformation and ensure managed partners are ready to transact new licensing models
      • Engage with subsidiary leadership (Segments, M&O, BG) to ensure licensing road map visibility, GTM plans, secure resources, and define business impact. Set and share local transformation targets and provide progress updates with regular ROBs
      • Act as the voice of the field by ensuring timely updates/feedback to Corporate on sales blockers, CPE issues, business opportunities and success stories in subsidiary
      • Influence business improvement by managing, and effectively coaching field and partners through change initiatives.
      • Set local Commercial Licensing program adoption targets
    • Sales Enablement (35% of time)
      • Provide sales and licensing guidance to sellers to ensure customers are moving into proper program. Review pipeline to ensure guidance followed. Create COE as appropriate
      • Orchestrate licensing training across the BGs and the segments. (Web casts, roadshows, & Sales workshops) including on-boarding and “stay current” training for field and partners
      • Support the P-LSS program. Assist with onboarding and provide support for the geography
      • Provide Licensing on-boarding and “stay current” training for field and partners
      • Support partner sales and licensing teams via onsite “floor days” events to drive licensing readiness and seller guidance;
      • Assist BGs and Segment on price discount promotions to drive revenue
      • Plan and execute Field and Partner readiness with guidance from Corp
    • Marketing and Communications (15% of time)
      • Provide targeted messaging to customers on licensing and how to buy scenarios for CL programs
      • Communicate local and global promotions to field and partner via various channels
      • Communicate licensing and pricing changes to field, partners and customers
      • Hold customer licensing seminars with customers
      • Localize Commercial Licensing messaging and content - Field, Partner & Customer
      • Integrate licensing into existing campaigns
      • Develop local customer evidence partnering with field and partners
      • AR/PR: Coordinate on licensing topics
      • Manage local MS.com licensing website

    Qualifications

    Experiences

    • 5 - 8 years of related experience
    • Experience managing complex projects, consulting, and leading virtual teams in cross-functional settings
    • Solid experience in driving change management and driving sales behaviors across complex organizations
    • Understanding of Microsoft Licensing Programs

    Skills & Knowledge

    • Ability to work and build strong relationships with senior leadership and executives
    • Advanced oral and written communication skills, planning and organizational abilities
    • Must be able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively;
    • Highly analytical - ability to understand business metrics, customer and market trends
    • The ability to think differently, adapt and drive new best practices
    • Knowledge of Microsoft’s Commercial licensing programs, customers, sales motions etc is a plus

    Education

    • Bachelors degree (B.S./B.A) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Masters degree preferred.
    • Desirable qualifications include Formal training in project and process management, financial accounting, business strategy and operations and/or internal controls.

    Method of Application

    Interested and qualified? Go to Microsoft on careers.microsoft.com to apply

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