Licensing Sales Specialist

Job Summary

The Microsoft Licensing & Commercial Specialist is a subject-matter expert responsible for helping customers and internal sales teams navigate Microsoft's complex licensing programs, agreements, pricing models, incentives, and commercial options.Working closely with Account Managers, Key Account Managers, Sales, Operations, and Microsoft, this role translates customer business requirements into the right Microsoft agreement, licensing program, subscription model, and commercial strategy. The specialist supports new customer acquisition, renewals, RFPs and bids, negotiations, and expansion opportunities while ensuring customers receive the right advice and commercial value from their Microsoft investments.

Note: SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.

Role & Responsibilities

• Serve as a Microsoft licensing and commercial subject-matter expert, providing guidance on Microsoft licensing programs, agreements, incentives, cloud subscriptions, pricing models, and commercial conditions.
• Analyze customer requirements and recommend the optimal Microsoft agreement, licensing program, subscription model, and commercial structure based on business needs, pricing, contractual conditions, and customer objectives.
• Stay current on Microsoft's licensing ecosystem, including Product Terms, Online Services Terms, licensing guides, agreement structures, incentive programs, and changes to Microsoft's commercial strategy.
• Partner with Account Managers and Key Account Managers to develop customer and account strategies, identify opportunities, and translate Microsoft licensing expertise into actionable commercial plans.
• Support new customer and partner acquisition by providing licensing, pricing, agreement, and commercial expertise throughout the sales cycle, including customer discovery, proposal development, negotiations, and deal structuring.
• Support RFP, RFI, and bid processes, providing expertise on Microsoft licensing, commercial models, agreements, pricing, procurement requirements, and overall bid strategy.
• Validate Microsoft offers and commercial proposals in collaboration with Sales and Operations teams to ensure accuracy, profitability, compliance, and alignment with customer requirements.
• Support Microsoft negotiations and customer/vendor discussions, helping customers understand available licensing, pricing, incentives, and agreement options and identifying the most beneficial commercial approach.
• Drive renewal and expansion opportunities by partnering with Sales to proactively plan Microsoft agreement renewals, identify upsell and cross-sell opportunities, and connect customers with relevant SoftwareOne services and solutions.
• Identify opportunities to improve customer value and profitability by understanding customer environments, business objectives, and technology strategies and recommending appropriate Microsoft products, agreements, and SoftwareOne services.
• Monitor market and competitive trends, including Microsoft's evolving commercial strategy, competitor offerings, partner positioning, customer needs, and broader technology market developments, and use these insights to support sales strategies.

5% for potential occasional travel to visit customers or internal meetings.