Microsoft CSP Sales Specialist

Summary 

Focuses on selling licensing of Microsoft (Azure, M365, Teams, etc.) to customers, and leads, drives and delivers sales and profit goals through Logicalis. Works closely with clients to best manage their licensing and drives them towards Logicalis licensing methods and associated benefits.  Supports Collaboration and Cloud sales resources in their pursuits and owns licensing elements of engagement(s).  Helps customers evaluate and understand how to purchase and maximize licenses for their technology solutions.

Essential Duties and Responsibilities 

• Manages and achieves overall Microsoft Practice CSP gross profit sales goals.

• Maintains expertise in all Microsoft solutions and product acquisition programs.

• Positions Logicalis CSP offerings effectively and educates both clients and Logicalis Account Executives in order to grow existing clients and gain net new CSP seats.

• Grows our client base by maximizing incentives, and helping evolve clients to the cloud (Azure, M365, Teams, etc.).

• Leads the following tasks in various Microsoft CSP programs:

  • Identifies new cloud opportunities

  • Engages in Microsoft cloud discussions

  • Builds pipeline of Microsoft CSP Cloud

  • Provides post-sale support 

• Provides Account Executives and their clients with consistent and excellent guidance on daily basis.

• Assists in identifying and driving up-sell as well as additional product opportunities.

• Participates in proactive campaigns focused on driving customers to new offers.

• Partners with software sales and solutions team to add value to mutual customers and capture greater share of software purchases.

• Participates in customer calls to understand their needs and how to promote our CSP business to them including multi-program cost analysis comparisons.

• Prepares contracts for customer signature and understand specifics of contractual requirements.

• Enables sales teams to position Microsoft solutions to their client base by teaching product acquisition, program knowledge, services offerings, leveraging funding programs and how to provide up-sell opportunities.

• Partners with field software sales representatives as appropriate.

• Remains current on Microsoft Product Acquisition Programs and updates.

• Provides licensing expertise for Modern Workplace and Azure. Understands program and licensing scenario details focused principally on Cloud Solution Provider (CSP) Licensing and promoting transfer of business to Logicalis CSP platform.

• Drives account penetration for annuity-based contracts, attach / re-attach and cross-sell / up-sell opportunities, including subscriptions, enrollments and services while supporting license compliancy initiatives.

• Performs sales role, including:

  • Contributes to overall Client success by developing appropriate licensing strategies to further grow revenue and annuity penetration.

  • Develops and sells licensing solutions via customer licensing proposals / quotes. o   Negotiates with customers to maximize contract value and profitability to Logicalis, while providing customer satisfaction via simplifying licensing for customer and driving towards optimized licensing position based on need.

  • Manages external and internal relationships, including clients and field account teams of both Logicalis and Microsoft; positions and represents all elements of Logicalis software value proposition to clients and partners.

• Creates and manages comprehensive account specific licensing plans.

• Provides licensing consultation (Optimization, Adoption/Consumption) to Client and / or opportunity pursuit strategies in collaboration with Account Executives (AEs) and Presales support teams.

• Develops accurate, relevant, and complete software analysis for customers, providing confidence for software acquisition via Logicalis.

• Offers proactive strategic licensing consulting to both internal and external stakeholders that drives effective business and opportunity management.

• Maintains current expertise in Microsoft software licensing trends including competitive and market dynamics, product, and how to best apply this knowledge accordingly.

• Demonstrates and actively promotes an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization's values.

• Maintains a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in