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Works primarily with Small, Medium Solutions and Partner space (SMS&P i.e. Mid Market) customers and partners to drive and close annuity business for subsidiary. Supports to a lesser extent the Enterprise and Public Sector customers. Volume licensing subject matter expert; works directly with customers and through partners with a focus on shortening licensing sales cycles and improving customer satisfaction.
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Drive annuity revenue streams through Open Value Licensing program in SMS&P.
- Develops understanding of Organization licensing programs, product licensing and best practice licensing solutions for customers. Ability to advise and communicate this knowledge to shorten sales cycle.
- Raises and tracks deal exceptions for approval by empowerment owners on relevant tools in a timely and organized manner.
- Offers general licensing guidance and aids in the growth of volume licensing penetration
- Initiates negotiations and works to close negotiations with customer representative within Field Empowerment guidelines
- Establishes priorities for all licensing opportunities and determines appropriate course of action for field based on Customers and Organization’s Legal, Business Desk and Operational constraints.
- Strives to meet the needs of the customer, which impacts customer satisfaction
- Couples in-depth knowledge of the customer with understanding of product, contract, and licensing terms, which facilitates creativity and provides customers with options in strategic decisions
- Impacts customer/partner experience (CPE) and the overall customer experience by consistently simplifying the complexities of licensing and shortening the licensing sales cycle
- Driving licensing sales readiness for field and partners in form of specific Licensing Training sessions
- Provide training of Software Assurance (SA) Benefits to all Enterprise Agreements (EA) customers and monitor/drive usage through resource
- Engaging with customers, partners to educate/drive knowledge and value of Licensing
- To drive partner value of SA Benefits, readiness to sell of SA Benefits and Open Value
- Escalation point for support for all partner licensing queries
- To ensure that all exceptions are managed through field empowerment and business desk approvals ensuring responsible, compliant, behavior and providing necessary support for all subsidiary deals ensuring agility, flexibility and creative solutions are found to shorten sales cycles and drive successful deal closure.
- To ensure all licensing related tools are managed and used to provide optimal support for all subsidiary sales processes
- To provide support for all OLV, EA, Select deals for partners and field. To be part of team developing and executing promotions for SMS&P
- Represent Organization position on common business or legal negotiations, concessions.Liaison with cross functional departments (legal, finance, marketing, operations and World Wide Licensing & Pricing WWLP
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