at CDW LLC in Vernon Hills, Illinois, United States
Job Description
Licensing Solution Executive (LSE) is a sales role that works as part of the Digital Experience team as a specialist resource to translate customer software requirements into solutions. Achievement of profit goals along with increasing customer interaction and satisfaction are key pillars of success. The Licensing Solution Executive will work with their internal and external peers in a regional pod to reach the mission to align the right solution to the right client and grow our business profitably with a cloud first approach.
Key Areas of Responsibility
Design Azure and M365 solutions for customers using CDW professional and managed service offerings.
Create and propose Volume Licensing solutions to CDW's largest Enterprise customers.
Consult with customers and account manager thru the Microsoft negotiation of terms process.
Build internal and partner support; manage key stakeholders to meet critical deadlines.
Manage deals through the contracting process until processed and invoiced, ensuring revenue is booked on time.
Build an account/territory plan to achieve key sales objectives and
Participate in conference calls and on-site meetings with customers to explain and help determine the best acquisition method for their needs, including multi-program cost analysis comparisons.
Utilize the Technology Opportunity Manager (TOM) tool as necessary to interact with POD members as well as sales teams.
Manage and achieve all gross profit sales goals for the assigned segment.
Provide account managers and their clients with consistent and excellent guidance.
Participate in all steps of the CDW Contract Management methodology.
Participate in proactive campaigns focused on driving customers to new offers.
Respond to email or phone inquiries from Account Managers and Field Account Executives.
Develop and lead strong partnerships with Microsoft counterparts including inside and field account executives in region supported.
Visit clients on site as appropriate.
Responsibilities:
The Licensing Solution Executive will have the responsibility to lead the following tasks in the various Microsoft programs. The LSE will need to maintain expertise in all Microsoft solutions, services, and product acquisition programs. They will also carry responsibilities in additional activities related to the CDW and Microsoft partnership. The following list encompasses example activities required in the LSE role.
Strategic Account Management
Software Account ownership of a limited number of focus accounts defined by leadership
Ability to be engaged on additional high priority and/or new account opportunities
Microsoft Professional and Managed Services lead on focus accounts
Microsoft Liaison
Responsible for setting up cadence calls with Microsoft in territory
Report back health of relationship to software managers
In Market event participation
CDW CSP
Identify New Cloud Opportunities
Microsoft Hybrid Cloud Benefit Discussion
Microsoft On Premise to Cloud Benefit Discussion
Microsoft Cloud Post Sale Support
Enterprise Agreement (EA) and MPSA
End User License Cost Analysis
EA Contract Creation - New / Renewal
EA Credit Requests
EA New / Add-On / True Up / Renewal Orders
Return Exception Requests
Prepare, explain, and understand all Microsoft contract vehicles
MPSA Discussion / Evaluation
Additional Expectations
Customer and Partner Events
General MS End User License / Program Questions
Win Wire submission
Manage and Maintain Software Pipeline
Minimum Qualifications
Bachelor's Degree or equivalent experience
Other Required Qualifications
Excellent communication skills with customers, Account Managers and Microsoft organization
Outstanding licensing, negotiation and closing skills
Proven customer facing ability
Excellent multitasking capabilities in a fast-paced environment
Strong organization and time management skills
Have or obtain within 3 months a Microsoft Certified Partner Certification (or equivalent)
Preferred Qualifications
Previous mentorship experience within CDW
5 years of sales experience in Microsoft Licensing and contractual software licensing
Proven ability to exceed sales quotas on a regular basis
CDW is an affirmative action/equal opportunity employer committed to a diverse and inclusive workplace.
