Microsoft is a global leader in innovative software licensing solutions to enterprises of all sizes. Our Business Desk encompasses 150+ Licensing Executives worldwide.
As the scope of our business expands, there is an increasing reliance on the Business Desk to design, facilitate, test and approve commercial agreements with our largest customers for our three clouds in addition to securing Volume License revenue. Many of these agreements will be innovative and market making and will be among the largest agreements worldwide.
As a Senior Licensing Executive, you will be responsible for creating commercial solutions for our Commercial and Government Enterprise and Strategic accounts that are located in Finland, Sweden and with some located in other WE subsidiaries as well.
You will be part of a diverse and international team of ten licensing executives who are located across Western Europe and cover a set of fifteen to twenty accounts each.
This role offers the flexibility to work from home. Some (less than 10%) international travel is required.
You will provide feedback on Online Services, licensing strategies and business opportunities and challenges along with piloting alternative licensing offerings. Most of your customers will have unique commercial and contractual needs that you will address in collaboration with the account teams and the senior leadership team. You will operate as the subject matter expect and provide leadership and coaching to the local sales and licensing community and be a trusted advisor for regional management. You will regularly be involved in direct customer facing high stakes negotiations:
Subsidiary engagement. Pro-actively work with stakeholders to assist in closing sales, driving consumption of Online Services, develop commercial offerings and analyse licensing requirements. Take a leadership role in working with sales teams to help determine how to drive the business forward while ensuring customer satisfaction.
Interface with the Microsoft headquarters (Seattle) based Product Groups, Legal and Operations to highlight licensing trends and challenges and ensure that the solutions developed meet the short and long term needs of both the customer and Microsoft while minimizing internal costs and any associated liabilities.
Customer satisfaction and licensing simplification. Work directly and indirectly with the largest customers in Western Europe to assist in determining and approving optimal commercial solutions that meet the customerâ€™s needs while simplifying the licensing experience and maximizing the revenue opportunity to Microsoft. Communicate customer requirements and licensing information to all levels in Microsoft.
Empowerment and decision making, broad legal and financial authority, with extensive understanding of concession risks and cost of sales implications. Accountable for making decisions regarding concessions to drive deals to closure but minimizing risk to Microsoft and landing good profitable business.
Strategic commercial direction. Contribute to the overall strategic direction of Worldwide Commercial Finance by ensuring effective implementation and landing of strategy and offerings, testing pilots and providing feedback on new licensing strategies for regional and worldwide use.
Support research and development efforts with the Licensing team on a case by case basis. Develop pilots and test potential solutions to financially significant problems involving members from Field Sales, Business Development, Operations, Legal, Product Groups, etc.
The responsibility that comes with this role requires a background in large enterprise sales. A background in Cloud technologies and a strong perspective of Digital Transformation are highly welcome, as Microsoft continues to assist customers in their journey to the cloud and helps them digitally transform their businesses. You are expected to negotiate at GM and CxO level, both internally and externally:
- Direct sales experience with commercial enterprise and large public sector customers
- Excellent communication and negotiation skills required, as well as excellent presentation skills, both internally and customer-facing
- Strong analytical, mathematical, and tool skills (Excel, Pivot tables, data manipulation and transformation)
- Ability to support negotiation of large deals at senior customer level (CxO)
- Good knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behavior
- Must be able to deal with ambiguity, incomplete information and complex stakeholder structures
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.