The Company –

One of the leading System integrator for the region

The Role –

The LSS is a vital role in the Company’s Licensing Annuity business. The required key competences are Sales and Relationship Management related to a thorough understanding of MS volume licensing offerings and Microsoft Infrastructure Technologies. 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 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.

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 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 Company’s total value proposition to procurement levers)
b) Field (Field enablement – link licensing solutions with sales targets)
In detail, the LSS will
1. Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary along with the sales 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)

4. Define, drive and execute on negotiation strategies and tactics, in collaboration with the AMs, while managing exceptions within “Field Empowerment”. For exceptions beyond Field Empowerment, the LSS consults with the BDM to create appropriate exceptional licensing solutions.
5. Develop accurate, relevant and complete financial analyses for customers, including 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.

The Person –

The ideal candidate will be of age group 20-35 years, have a Bachelor’s Degree in Technical/Business Administration or related field, with a minimum of 1-2 years of directly applicable experience in sales, techno-sales or Microsoft related environment with at least 2+ years of overall experience. Substantial Microsoft Licensing experience is preferred. 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. Excellent English language skills is a must while the working knowledge of other languages like Hindi and Arabic are a plus but not mandatory.
Travel requirements: Position demands moderate travel in the UAE including Northern and Southern Emirates.

Holding a valid UAE driving licenses is an advantage. Technical Certifications in the field of Microsoft/Cisco/Symantec/CompTia etc. is desirable.