Licensing and Solutions Sales Specialist (Partner Hire - Parex)

We are seeking a dynamic and knowledgeable Licensing and Solution Sales Specialist to join our team. This role is ideal for someone who can bridge the gap between Microsoft licensing, solution expertise, and sales strategy. The successful candidate will provide insights, guidance, and hands-on support to help customers navigate the complexities of cloud licensing under the Cloud Solution Provider (CSP) program. With a strong focus on customer engagement, relationship-building, and strategic sales, this role plays a key part in driving customer success and revenue growth. 

CSP Solution Design, Sales and Advisory 

• Serve as a trusted advisor to customers, partners, and internal stakeholders to ensure an in-depth understanding of their Microsoft CSP licensing needs. 

• Conduct in-depth consultations to assess client requirements and align licensing solutions accordingly. 

• Develop tailored licensing proposals that address both technical and business requirements. 

• Provide guidance on Microsoft licensing models, including subscription-based and perpetual licensing options. 

• Design and recommend comprehensive Microsoft solutions, integrating products such as Azure, Microsoft 365, and Dynamics 365. 

• Identify upsell and cross-sell opportunities based on customer needs and business objectives. 

• Collaborate with sales teams to position Microsoft CSP solutions effectively within the sales cycle. 

• Assist in preparing technical documentation, presentations, and demonstrations to support sales initiatives. 

Billing, Subscription, and License Management 

• Manage and oversee customer subscriptions, licensing changes, and renewals to ensure seamless service continuity. 

• Monitor and maintain accurate billing processes, ensuring invoices align with customer agreements. 

• Provide customers with insights on cost optimization strategies, maximizing their Microsoft licensing investment. 

• Ensure compliance with Microsoft’s licensing terms, policies, and usage rights. 

• Assist in resolving billing discrepancies, licensing conflicts, and customer inquiries related to their Microsoft CSP subscriptions. 

• Work closely with finance and operations teams to reconcile billing processes and ensure accurate reporting. 

• Track and analyze customer licensing consumption to anticipate renewal needs and expansion opportunities. 

Incentive Program Development 

• Evaluate and implement Microsoft CSP incentive programs to maximize revenue opportunities. 

• Monitor Microsoft partner incentives and rebate programs, ensuring the organization takes full advantage of available benefits. 

• Develop strategies for leveraging Microsoft co-op funding, rebates, and discounts to enhance customer value. 

• Maintain up-to-date knowledge of Microsoft’s incentive structures and communicate program updates to internal teams. 

• Work with sales and finance teams to track and report on incentive earnings and forecast future opportunities. 

• Optimize internal processes to improve the management and execution of incentive programs. 

Internal and External Training and Enablement 

• Conduct training sessions for internal teams, partners, and customers to enhance understanding of CSP licensing frameworks. 

• Develop and deliver educational materials, guides, and webinars to simplify complex licensing scenarios. 

• Keep sales and customer success teams informed of updates to Microsoft CSP licensing, incentives, and product changes. 

• Support internal stakeholders with licensing best practices to improve sales efficiency and customer success. 

• Work closely with marketing and sales enablement teams to ensure consistent messaging around Microsoft licensing. 

• Provide ongoing mentorship and support to internal teams, ensuring alignment with Microsoft licensing and partner program updates. 

Sales Reporting and Analysis 

• Track CSP sales performance, identifying trends, growth opportunities, and areas for improvement. 

• Analyze customer purchasing patterns to provide data-driven recommendations for licensing strategies. 

• Develop dashboards and reports that provide insights into CSP revenue, customer adoption, and licensing trends. 

• Collaborate with finance and sales leadership to create forecasts and set CSP sales targets. 

• Assess the effectiveness of licensing strategies and recommend adjustments to optimize customer engagement. 

• Report on key metrics related to licensing consumption, renewal rates, and revenue impact. 

Qualifications

• 3 years in a licensing, sales, or related technical consulting role, preferably within the Microsoft ecosystem. 

• Deep understanding of Microsoft CSP licensing, products, and services. 

• Strong analytical and problem-solving skills. 

• Excellent written and verbal communication abilities. 

• Proficiency in tools such as Microsoft Excel, PowerPoint, and CRM systems. 

• Customer-focused mindset with the ability to build and maintain strong relationships. 

• Collaborative team player with the ability to work effectively across departments. 

• Proactive and adaptable in a fast-paced, evolving industry. 

• Keen attention to detail and organizational skills. 

Preferred Qualifications

• Microsoft certifications, such as Microsoft Licensing Specialist or other relevant Microsoft credentials. 

• Familiarity with Microsoft Partner Center and its role in CSP licensing and subscription management. 

• Understanding of Microsoft Partner Incentives and how they can be leveraged to enhance customer solutions and maximize value. 

Education and Training

• A Bachelor’s degree or equivalent work experience.