Licensing Executive

Role purpose:

Microsoft is a global leader in innovative software licensing solutions to enterprises of all sizes. As the scope of our Volume Licensing business expands, there is an increasing reliance on the Business Desk to approve, facilitate and test innovative business and commercial models in addition to maintaining its core strength of securing Volume License revenue. The Worldwide Business Desk organization is part of Microsoft’s Worldwide Commercial Solutions (WCS) organization sitting in Finance and reporting to Microsoft’s CFO. The Business Desk encompasses 150+ employees worldwide. This Licensing Executive role reports into the Business Desk Director for Western Europe.  

As a Licensing Executive, you will be responsible for creating commercial solutions for our Enterprise and Strategic accounts in Denmark.   Your responsibility also includes providing feedback on Online Service and licensing strategies and business opportunities/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 Danish 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 with respect to complex Online Services and licensing related topics.

The responsibility that comes with this role requires a background in large enterprise sales. 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. The role owner is expected to negotiate at GM and CxO level, both internally and externally.

Key accountabilities:

-Customer satisfaction and licensing simplification. Work directly and indirectly with the largest Customers in Denmark to assist in determining and approving optimal licensing solutions that meets the customers needs while also simplifilying the licensing experience and maximizing the revenue opportunity to Microsoft.   Communicate customer requirements and licensing information to all levels of 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.  

-Subsidiary engagement. Pro-actively work with various levels of stakeholders to assist them in closing sales, driving consumption of Online Services, develop commercial offerings and analyse customer licensing requirements.   Take a leadership role in working directly with sales team to help determine how to drive the business forward while ensuring that Customer Satisfaction remains a top priority.  

-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.  

-Strategic commercial direction.   Contribute to the overall strategic direction of Worldwide Comemrcial Solutions by ensuring effective implementation and landing of strategy and offerings, testing pilots and providing feedback on new licensing strategies for regional & 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.

Required Competencies

-Direct Sales and / or marketing experience with commercial enterprise customers.

-Good knowledge of the marketplace, competition, and specific challenges of major industry sectors driving negotiation behavior

-Must be able to support negotiation of large deals at senior customer level (CxO).

-Must be able to deal with a frequently changing environment, incomplete information, and complex stakeholder structures

-Strong analytical, mathematical, and tool skills (Excel, Pivot tables, data manipulation and transformation)

-Excellent communication and negotiation skills required, as well as excellent presentation skills, both internally and customer-facing  

-Fluent in English, orally and written, is a key requirement for this job

-Role requires occasional domestic or international travel

 

 


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