Job Category: Sales
Location: United Kingdom, United Kingdom - Non Location Specific
Job ID: 760472
Division: Sales
Location: United Kingdom, United Kingdom - Non Location Specific
Job ID: 760472
Division: Sales
Department: WW Licensing & Pricing
Reports to: Director, EMEA Specialist Business Desk
Microsoft is a global leader in providing innovative software licensing solutions to enterprises of all sizes. Microsoft Volume Licensing offers licensing programs that are designed to meet the needs of our enterprise customers. At the top end of customers will be our most valuable and strategic large enterprises and public institutions requiring custom licensing solutions.
Over time, Microsoft expects customers to transition from existing on-premises implementations of technologies to fully managed cloud implementations. To date, Microsoft Online Services has targeted a small set of Windows Azure Platform customers but in FY12 a broader set of customers is being targeted.
This role is part of the “Business Desk” and reports into our Worldwide Licensing and Pricing (WWLP) organization, specifically to the Director, EMEA Specialist Business Desk. WWLP is a corporate group at Microsoft.
This position is responsible for providing complex analytical and contract negotiation to support the delivery of Windows Azure and SQL Azure in the EMEA region across multiple business Segments. The LE will participate in the negotiation of final terms and conditions necessary to close Enterprise Agreements that enable customers to deploy and run Microsoft Windows Azure Platform as the next step in the evolution of Microsoft’s vision for software plus services for business customers. Specific duties include contract negotiation, creation of scalable custom licensing solutions, working closely with the Azure Business Group, determining final terms and conditions necessary to close custom deals and other key volume licensing agreements.
Role characteristics:
• LE role requires a balance between revenue facilitation and control function
• Architect of custom agreements and lead negotiator for complex deals
• Broad legal and financial authority, with extensive understanding of concession risks, deal profitability, and cost of sales implications
• Accountable for making tough trade off decisions regarding licensing concessions that have a material short and long term impact to Microsoft and our customers
• Support Microsoft licensing R&D through field and customer structured feed-back and by implementing pilot licensing programs proposed by WWLP
• Advisor to WWLP, LCA, and local Sales Management with regards to complex licensing solutions, custom concessions, field and Business Desk empowerment, discounting practices
Responsibilities: Provides expert knowledge of Microsoft volume licensing programs and negotiation strategies to the field sales force to increase volume-licensing sales. Directly participates in:
• Negotiation of complex final terms and conditions necessary to independently close assigned agreements.
• Makes key decisions on agreements and pricing with input from the management team and the business group responsible for Azure development and marketing.
• Frequently participates in face-to-face negotiation with customers and also participates in negotiation with customers via phone and video teleconferences.
• Consistently applies significantly complex licensing principles to reach successful sales solutions.
• Identifies and resolves agreement issues, negotiating changes, recommending compromises, prepares contract amendments and coordinates the execution and distribution of agreements.
• Ensures that sales and negotiation strategies adhere to the Enterprise sales model and maintains solid licensing practices, and legal standards.
• Leverages partnerships where possible to extend reach of Microsoft sales effort.
• Proactively identifies and recommends solutions for improving the agreement development, negotiation, and sales processes. Reviews and may identify new licensing programs. Actively participates in the development of agreements related to such new programs.
• Act as consultant to the Azure Business Group to help shape terms and conditions, pricing and licensing models and policies. Provide ongoing feedback to Program Development in an effort to develop our programmatic offerings to the marketplace.
• Transfer knowledge to the Licensing Sales Specialist and the broader LE community
• Participate in research and development efforts within the WWLP team on a case by case basis
• Participate or lead Business Desk projects for the purpose of efficiently developing and communicating specific licensing solutions or organizational process improvements
Contacts: This position will have frequent contact with all levels of Microsoft employees including individuals from the following groups: Channel Marketing, Finance and Operations, Legal, Field Sales Force and Sales Management, Windows Azure Platform Marketing, Resellers, and Customers. Position also has significant direct customer contact.
Qualifications Recommended: The ideal candidate will have a Bachelors Degree in Business Administration with a minimum 5 years of business experience with a least 3 years of directly applicable experience in sales and marketing, operations management, finance, and/or contract negotiation/management or an equivalent combination of education and experience.
Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills. Good software industry and software licensing experience is a must. Experience in face-to-face negotiations of licensing contracts on behalf of Global-Strategic-Major Enterprise Account customers is a requirement. Excellent interpersonal, verbal and written communication, analytical and presentation skills are also required. Strong attention to detail required.
Must be willing to travel frequently within EMEA and infrequently to meetings globally. Regular onsite presence in the top 5 countries of coverage is expected, therefore there is an ongoing and regular travel requirement.
Excellent English language skills, written and orally, are a must. In addition the ideal candidate will possess strong French or German language skills.
Possible job locations: UK (preferred), Germany, Switzerland, Netherlands
Microsoft is an equal opportunity employer and supports workforce diversity
Microsoft’s privacy statement can be viewed on the following web page: http://privacy.microsoft.com/en-gb/default.mspx
Staffing Consultant: Magdalena Chylinska
For internal use: EUR:MSGB:SALES:EN
Reports to: Director, EMEA Specialist Business Desk
Microsoft is a global leader in providing innovative software licensing solutions to enterprises of all sizes. Microsoft Volume Licensing offers licensing programs that are designed to meet the needs of our enterprise customers. At the top end of customers will be our most valuable and strategic large enterprises and public institutions requiring custom licensing solutions.
Over time, Microsoft expects customers to transition from existing on-premises implementations of technologies to fully managed cloud implementations. To date, Microsoft Online Services has targeted a small set of Windows Azure Platform customers but in FY12 a broader set of customers is being targeted.
This role is part of the “Business Desk” and reports into our Worldwide Licensing and Pricing (WWLP) organization, specifically to the Director, EMEA Specialist Business Desk. WWLP is a corporate group at Microsoft.
This position is responsible for providing complex analytical and contract negotiation to support the delivery of Windows Azure and SQL Azure in the EMEA region across multiple business Segments. The LE will participate in the negotiation of final terms and conditions necessary to close Enterprise Agreements that enable customers to deploy and run Microsoft Windows Azure Platform as the next step in the evolution of Microsoft’s vision for software plus services for business customers. Specific duties include contract negotiation, creation of scalable custom licensing solutions, working closely with the Azure Business Group, determining final terms and conditions necessary to close custom deals and other key volume licensing agreements.
Role characteristics:
• LE role requires a balance between revenue facilitation and control function
• Architect of custom agreements and lead negotiator for complex deals
• Broad legal and financial authority, with extensive understanding of concession risks, deal profitability, and cost of sales implications
• Accountable for making tough trade off decisions regarding licensing concessions that have a material short and long term impact to Microsoft and our customers
• Support Microsoft licensing R&D through field and customer structured feed-back and by implementing pilot licensing programs proposed by WWLP
• Advisor to WWLP, LCA, and local Sales Management with regards to complex licensing solutions, custom concessions, field and Business Desk empowerment, discounting practices
Responsibilities: Provides expert knowledge of Microsoft volume licensing programs and negotiation strategies to the field sales force to increase volume-licensing sales. Directly participates in:
• Negotiation of complex final terms and conditions necessary to independently close assigned agreements.
• Makes key decisions on agreements and pricing with input from the management team and the business group responsible for Azure development and marketing.
• Frequently participates in face-to-face negotiation with customers and also participates in negotiation with customers via phone and video teleconferences.
• Consistently applies significantly complex licensing principles to reach successful sales solutions.
• Identifies and resolves agreement issues, negotiating changes, recommending compromises, prepares contract amendments and coordinates the execution and distribution of agreements.
• Ensures that sales and negotiation strategies adhere to the Enterprise sales model and maintains solid licensing practices, and legal standards.
• Leverages partnerships where possible to extend reach of Microsoft sales effort.
• Proactively identifies and recommends solutions for improving the agreement development, negotiation, and sales processes. Reviews and may identify new licensing programs. Actively participates in the development of agreements related to such new programs.
• Act as consultant to the Azure Business Group to help shape terms and conditions, pricing and licensing models and policies. Provide ongoing feedback to Program Development in an effort to develop our programmatic offerings to the marketplace.
• Transfer knowledge to the Licensing Sales Specialist and the broader LE community
• Participate in research and development efforts within the WWLP team on a case by case basis
• Participate or lead Business Desk projects for the purpose of efficiently developing and communicating specific licensing solutions or organizational process improvements
Contacts: This position will have frequent contact with all levels of Microsoft employees including individuals from the following groups: Channel Marketing, Finance and Operations, Legal, Field Sales Force and Sales Management, Windows Azure Platform Marketing, Resellers, and Customers. Position also has significant direct customer contact.
Qualifications Recommended: The ideal candidate will have a Bachelors Degree in Business Administration with a minimum 5 years of business experience with a least 3 years of directly applicable experience in sales and marketing, operations management, finance, and/or contract negotiation/management or an equivalent combination of education and experience.
Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills. Good software industry and software licensing experience is a must. Experience in face-to-face negotiations of licensing contracts on behalf of Global-Strategic-Major Enterprise Account customers is a requirement. Excellent interpersonal, verbal and written communication, analytical and presentation skills are also required. Strong attention to detail required.
Must be willing to travel frequently within EMEA and infrequently to meetings globally. Regular onsite presence in the top 5 countries of coverage is expected, therefore there is an ongoing and regular travel requirement.
Excellent English language skills, written and orally, are a must. In addition the ideal candidate will possess strong French or German language skills.
Possible job locations: UK (preferred), Germany, Switzerland, Netherlands
Microsoft is an equal opportunity employer and supports workforce diversity
Microsoft’s privacy statement can be viewed on the following web page: http://privacy.microsoft.com/en-gb/default.mspx
Staffing Consultant: Magdalena Chylinska
For internal use: EUR:MSGB:SALES:EN
