Job description
The Business & Sales Operations (BSO) group is the center of excellence for cross-business execution performance, planning, and sales operations. The team helps scale execution, operationalize business & sales programs, drive business, sales, and partner transformation that accelerate Microsoft’s business objectives locally. The Commecial Licensing Lead reports to the Business & Sales Operations Lead (BSO Lead) and thus is responsible for leading, creating, and orchestrating processes across all business groups locally.
The Commercial Licensing Lead (CLL) leads transformation of how customers buy and partners sell with Microsoft, working holistically across segments and products, to champion licensing through subsidiaries and partners.
The CLL Influences both revenue and customer/partner satisfaction as the role spans across all customer segments and business groups. Focuses on top Licensing Solution Partners and Cloud Solution Partners to ensure they are transforming their business to be a successful Microsoft partner of the future. This includes executive engagement of licensing road map, seller readiness, sales guidance/coaching on commerce programs and adoption efforts. Uses and understands metrics and KPIs to manage health of business through transformation. Is an active advocate for field and partners by providing continuous feedback to corporate teams on sales blockers, CPE issues, business opportunities and success stories. 
Responsibilities
Change Management (50% of time)
Lead the local Commercial Licensing transformation across all licensing go to markets in your geography
Align with One Commercial Partner counterparts on landing licensing transformation and ensure managed partners are ready to transact new licensing models
Engage with subsidiary leadership (Segments, M&O, BG) to ensure licensing road map visibility, GTM plans, secure resources, and define business impact. Set and share local transformation targets and provide progress updates with regular ROBs
Act as the voice of the field by ensuring timely updates/feedback to Corporate on sales blockers, CPE issues, business opportunities and success stories in subsidiary
Influence business improvement by managing, and effectively coaching field and partners through change initiatives.
Set local Commercial Licensing program adoption targets
Sales Enablement (35% of time)
Provide sales and licensing guidance to sellers to ensure customers are moving into proper program. Review pipeline to ensure guidance followed. Create COE as appropriate
Orchestrate licensing training across the BGs and the segments. (Web casts, roadshows, & Sales workshops) including on-boarding and “stay current” training for field and partners
Support the P-LSS program. Assist with onboarding and provide support for the geography
Provide Licensing on-boarding and “stay current” training for field and partners
Support partner sales and licensing teams via onsite “floor days” events to drive licensing readiness and seller guidance;
Assist BGs and Segment on price discount promotions to drive revenue
Plan and execute Field and Partner readiness with guidance from Corp
Marketing and Communications (15% of time)
Provide targeted messaging to customers on licensing and how to buy scenarios for CL programs
Communicate local and global promotions to field and partner via various channels
Communicate licensing and pricing changes to field, partners and customers
Hold customer licensing seminars with customers
Localize Commercial Licensing messaging and content – Field, Partner & Customer
Integrate licensing into existing campaigns
Develop local customer evidence partnering with field and partners
AR/PR: Coordinate on licensing topics
Manage local MS.com licensing website
Qualifications
Experiences
5 – 8 years of related experience
Experience managing complex projects, consulting, and leading virtual teams in cross-functional settings
Solid experience in driving change management and driving sales behaviors across complex organizations
Understanding of Microsoft Licensing Programs
Skills & Knowledge
Ability to work and build strong relationships with senior leadership and executives
Advanced oral and written communication skills, planning and organizational abilities
Must be able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively;
Highly analytical – ability to understand business metrics, customer and market trends
The ability to think differently, adapt and drive new best practices
Knowledge of Microsoft’s Commercial licensing programs, customers, sales motions etc is a plus
Education
Bachelors degree (B.S./B.A) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Masters degree preferred.
Desirable qualifications include Formal training in project and process management, financial accounting, business strategy and operations and/or internal controls.
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