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The Licensing Specialist for Education
  • warszawa
The Licensing Specialist for Education
Warszawa, warszawa, Polska
Randstad Polska
24. 6. 2022
Informacje o stanowisku

The Licensing Specialist for Education is a trusted advisor who leads the design and execution of the customer’s commercial strategy and negotiation, selling the right commercial solution at the right time and ensuring every deal is compliant and profitable for our company. The Licensing Specialist for Education will be responsible for the following: Deal MakingLead internal and external sales and management teams through commercial construct optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities which vary based on deal lifecycle and artificial intelligence (AI). Take relevant steps to make sure deal execution is successful. Negotiation Define, negotiate complex commercial terms and lead the strategy for the negotiation approach by engaging with internal and external stakeholders. CollaborationDevelop trusted relationships with key customer stakeholders, partners, Account Team in order to help our customers deliver their business goals and achieve revenue targets.what we offerA culture of growth and development with a training budget.We work remotely.18 month contract of employment.Opportunity to work in an international, multi-cultural environment.Ambitious role in a global company.Flexible working conditions.your tasksDetailed responsibilities include Deep Proactive EngagementSupports various sellers, in order to achieve revenue targets. Collaborates with business stakeholders (e.g., Corporate, External, and Legal Affairs [CELA, operations, finance) and across teams. Supports in the utilization of critical resources (e.g., business desk, sales support, partners) to drive business outcomes. Provides advice to sales manager on how to adjust commercial licensing approach to meet customer needs. Ensures others are aware of their roles in orchestration.Contributes to developing commercial proposals. Develops industry knowledge and understanding of competitive analysis to contribute to crafting commercial solutions. Contributes to early engagement, planning and ideation process. Contributes to account territory planning appropriately. Crafts close plan strategies. Renews agreement and knows/adjusts language of renewal or negotiation.Contributes to orchestration across stakeholders with appropriate breadth and depth with some support from others. Crafts deals that will process. Includes any standard or custom amendments and documentation. Contributes to the presentation of offers to clients. Develops understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to help establish a strategic sales execution cadence. Works with others to analyze multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an understanding of upcoming business opportunities for their territory.Understands business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g., upsell/cross-sell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Contributes to development of customer-centric offers. Engages with and aligns with the account team around the deal(s) that they are casting. Works alongside account team members to determine how opportunities in the account plan may be most effectively monetized. Supports the development of the best contract structure to enable capitalization on opportunities.Develops an understanding of best practices and strategies. Develops an understanding of product strategy per solution area. Develops knowledge of industry, competition, and Microsoft offerings. Seeks out learning opportunities and understanding of local subsidiary strategy. Understands the importance of company/customer business strategies to accomplishing goals. Ensures that their work reflects clarity and that they follow through on plans.Works with customer/partner support/account teams during lifecycle management planning to ensure that value is delivered and that customer/partner priorities, strategies, and budget are clear so that they can structure deals that drive annuity and cloud growth. Balances customer and companys needs when crafting value-based solutions. Seeks and uses knowledge about customer/partner priorities and industry challenges. Simplifies commercial strategies for customers and partners.what we expectMastering Key SkillsLooks at customer commercial history, inclusive of discounts, concessions, and consumptions for account. Anticipates upcoming renewals as appropriate.Ensures adherence to volume licensing, commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Ensures sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Works with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively raises compliance issues as needed to legal personnel, likely through manager.Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by Business Desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).Ensures that their own work reflects a culture of compliance through the sales deal execution related parts of company policy (e.g., anti-corruption policy). Helps to ensure that win/win-compliant deal making occurs while creating commercial solutions.  QualificationsRequired/Minimum Qualifications1+ years sales and negotiation experience within IT industryOR Bachelors Degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work or internship experienceOR equivalent experience.Fluent level of English requiredAdditional or Preferred QualificationsKnowledge of Microsoft volume licensing is considered as an advantage.Fluent level of Russian is considered as an advantage.Agencja zatrudnienia – nr wpisu 47

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