Licensing Sales(职位编号：804795)
微软销售市场和服务集团 （SMSG）
- 公司规模：1000-5000人
- 公司性质：外资(欧美)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-08-11
- 工作地点：北京
- 招聘人数：1
- 工作经验：三年以上
- 学历要求：本科
- 职位类别：销售代表
职位描述
Job Category: Sales
Location: China, Beijing
Job ID: 804795
Division: Sales
The LSS is at the center of Microsoft’s Licensing Annuity business, with annual revenue now exceeding $30B. 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. It is a sales role that requires an ongoing working relationship with customers and close cooperation with CIAM (Corporate Inside Account Managed) and CPM (Corporate Partner Managed) segment field Sales Management and the Business Desk.
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 maximize the licenses for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. The success is measured by meeting or exceeding Sales objectives such as: EA (and Select & Select Plus): revenue, penetration, renewals, revenue recapture, up sell / cross sell (BPOS, Enterprise Application Platform) and Services (Premier / MCS) attach.
The LSS role adds value by:
1. Providing volume licensing expertise within the sub / district / region. 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 further grow revenue and annuity penetration,
b) Developing and selling licensing solutions by driving customer licensing proposals and
c) Negotiating with customers to maximize contract value and Customer Satisfaction, whilst simplifying the licensing experience for the customer and driving for “right licensing”.
3. Managing external and internal relationships, including
a) Customers (procurement customer engagement, aligning Microsoft’s total value proposition to procurement levers)
b) Field (Field enablement - link licensing solutions with subsidiary targets)
c) Partners (Partner Enablement - in conjunction with PAM role: driving LAR self-sufficiency)
In detail, the LSS will
1. Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary along with the EPG segment.
2. Drive Account penetration for EA, through full platform EAs, attach / re-attach and cross-sell / up-sell opportunities, incl. BPOS, MDOP, EAP, ECI,Premier, whilst supporting license compliancy initiatives
3. Provide licensing consultation (e.g. negotiation tactics, up-selling scenarios) to account and / or opportunity strategies, in collaboration with AMs (Account Managers), SAM (Software Asset Management Manager), LAR PAM (Partner Account Manager), MS Financing (where applicable) and SSPs (Solution Sales Specialists).
4. Define, drive and execute on negotiation strategies and tactics, in collaboration with the AMs, SAM, LAR PAM, MS Financing, SSPs and MS Partners, while managing exceptions within “Field Empowerment”. For exceptions beyond Field Empowerment, the LSS consults with the Business Desk to create appropriate exceptional licensing solutions.
5. Develop accurate, relevant and complete financial analyses for customers, including MS Financing scenarios (where applicable), TCO Analysis for Microsoft software purchase and Cost Savings through acquisition and deployment of Microsoft technology
6. Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
7. Contribute to the licensing community and WWLP (World Wide Licensing & Pricing), by sharing best practices and insights on how best to close Licensing Annuity Business.
How is the LSS role unique from other roles?
The LSS role is unique in:
1. Its focus on both the short-term and the long-term revenue goals within each customer account.
2. Its responsibility for providing a consulting ‘sounding board’ to field empowerment guidelines and alternate options that drive win/win/win situations for customers and Microsoft.
3. Its ability to create financial solutions for customers and simplifying the complex so that customers reach an understanding of how Microsoft can help them in the solution acquisition process.
4. Its focus on driving consistency and predictability in ways in which internal and external stakeholders interface with customers from a licensing perspective.
What are the key initiatives and challenges facing the LSS role over the next 6 months to 3 years?
The key initiatives and challenges facing the LSS role are:
1. Contributing to EPG growth objectives and initiatives (e.g. New Economy Action Plan) by maximizing revenue in each EA opportunity (e.g., advising Account Teams on using less discount empowerment or alternative solutions to discounting).
2. Leading the customer negotiations with senior procurement officer (or equivalent in public sector accounts) and owning all the negotiation phases on behalf of Microsoft, while understanding and applying the Field Empowerment Guidelines in order to be able to close “good business” efficiently and with maximum profitability.
3. Driving an increase in customer satisfaction levels with Microsoft licensing and the process of acquiring licenses.
4. Understanding and complying with the challenges of Sarbanes-Oxley as they relate to how customers acquire software licenses and mitigating the risks to both customers and Microsoft
Qualifications
- 3 - 5 years of related experience
- Bachelor’s Degree (B.S./B.A.) is required; MBA is preferred;
- Field of Study (if applicable): Business, Management, IT;
Professional Training and Certification:
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, CRM (Siebel or other),
MCP (Microsoft Certified Professional) certifications:
- Designing and Providing Microsoft Volume Licensing Solutions for Small and Medium Organizations
- Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations
- Planning, Implementing and Maintaining a Software Asset Management (SAM) Program
Knowledge, Skills, and Abilities:
- 200 to 300 Level Sales Negotiation professional, closing business with large, medium and small customers
- 200 to 300 Level Relationship management (Internal with Sales management / ATUs / AMs / ATSs / PAM; and external with customers and partners)
- 300-400 Level knowledge of Microsoft licensing and the end-to-end licensing acquisition process
- 200 to 300 Level knowledge of basic Microsoft platform technologies and enterprise solutions
- 200 to 300 Level knowledge of major competitors’ licensing programs, value propositions and discounting strategies
- 200 to 300 Level knowledge of LAR partners, specifically as it relates to their business models and approaches with customers
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 804795
Division: Sales
The LSS is at the center of Microsoft’s Licensing Annuity business, with annual revenue now exceeding $30B. 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. It is a sales role that requires an ongoing working relationship with customers and close cooperation with CIAM (Corporate Inside Account Managed) and CPM (Corporate Partner Managed) segment field Sales Management and the Business Desk.
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 maximize the licenses for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. The success is measured by meeting or exceeding Sales objectives such as: EA (and Select & Select Plus): revenue, penetration, renewals, revenue recapture, up sell / cross sell (BPOS, Enterprise Application Platform) and Services (Premier / MCS) attach.
The LSS role adds value by:
1. Providing volume licensing expertise within the sub / district / region. 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 further grow revenue and annuity penetration,
b) Developing and selling licensing solutions by driving customer licensing proposals and
c) Negotiating with customers to maximize contract value and Customer Satisfaction, whilst simplifying the licensing experience for the customer and driving for “right licensing”.
3. Managing external and internal relationships, including
a) Customers (procurement customer engagement, aligning Microsoft’s total value proposition to procurement levers)
b) Field (Field enablement - link licensing solutions with subsidiary targets)
c) Partners (Partner Enablement - in conjunction with PAM role: driving LAR self-sufficiency)
In detail, the LSS will
1. Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary along with the EPG segment.
2. Drive Account penetration for EA, through full platform EAs, attach / re-attach and cross-sell / up-sell opportunities, incl. BPOS, MDOP, EAP, ECI,Premier, whilst supporting license compliancy initiatives
3. Provide licensing consultation (e.g. negotiation tactics, up-selling scenarios) to account and / or opportunity strategies, in collaboration with AMs (Account Managers), SAM (Software Asset Management Manager), LAR PAM (Partner Account Manager), MS Financing (where applicable) and SSPs (Solution Sales Specialists).
4. Define, drive and execute on negotiation strategies and tactics, in collaboration with the AMs, SAM, LAR PAM, MS Financing, SSPs and MS Partners, while managing exceptions within “Field Empowerment”. For exceptions beyond Field Empowerment, the LSS consults with the Business Desk to create appropriate exceptional licensing solutions.
5. Develop accurate, relevant and complete financial analyses for customers, including MS Financing scenarios (where applicable), TCO Analysis for Microsoft software purchase and Cost Savings through acquisition and deployment of Microsoft technology
6. Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
7. Contribute to the licensing community and WWLP (World Wide Licensing & Pricing), by sharing best practices and insights on how best to close Licensing Annuity Business.
How is the LSS role unique from other roles?
The LSS role is unique in:
1. Its focus on both the short-term and the long-term revenue goals within each customer account.
2. Its responsibility for providing a consulting ‘sounding board’ to field empowerment guidelines and alternate options that drive win/win/win situations for customers and Microsoft.
3. Its ability to create financial solutions for customers and simplifying the complex so that customers reach an understanding of how Microsoft can help them in the solution acquisition process.
4. Its focus on driving consistency and predictability in ways in which internal and external stakeholders interface with customers from a licensing perspective.
What are the key initiatives and challenges facing the LSS role over the next 6 months to 3 years?
The key initiatives and challenges facing the LSS role are:
1. Contributing to EPG growth objectives and initiatives (e.g. New Economy Action Plan) by maximizing revenue in each EA opportunity (e.g., advising Account Teams on using less discount empowerment or alternative solutions to discounting).
2. Leading the customer negotiations with senior procurement officer (or equivalent in public sector accounts) and owning all the negotiation phases on behalf of Microsoft, while understanding and applying the Field Empowerment Guidelines in order to be able to close “good business” efficiently and with maximum profitability.
3. Driving an increase in customer satisfaction levels with Microsoft licensing and the process of acquiring licenses.
4. Understanding and complying with the challenges of Sarbanes-Oxley as they relate to how customers acquire software licenses and mitigating the risks to both customers and Microsoft
Qualifications
- 3 - 5 years of related experience
- Bachelor’s Degree (B.S./B.A.) is required; MBA is preferred;
- Field of Study (if applicable): Business, Management, IT;
Professional Training and Certification:
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, CRM (Siebel or other),
MCP (Microsoft Certified Professional) certifications:
- Designing and Providing Microsoft Volume Licensing Solutions for Small and Medium Organizations
- Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations
- Planning, Implementing and Maintaining a Software Asset Management (SAM) Program
Knowledge, Skills, and Abilities:
- 200 to 300 Level Sales Negotiation professional, closing business with large, medium and small customers
- 200 to 300 Level Relationship management (Internal with Sales management / ATUs / AMs / ATSs / PAM; and external with customers and partners)
- 300-400 Level knowledge of Microsoft licensing and the end-to-end licensing acquisition process
- 200 to 300 Level knowledge of basic Microsoft platform technologies and enterprise solutions
- 200 to 300 Level knowledge of major competitors’ licensing programs, value propositions and discounting strategies
- 200 to 300 Level knowledge of LAR partners, specifically as it relates to their business models and approaches with customers
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
公司介绍
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微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china