Microsoft Licensing Sales Executive

3 months ago
Requisition ID
2017-1527
Position Type
Regular Full-Time
US-CA

About PCM

Providing IT solutions nationally since 1987, PCM, Inc. is an industry recognized, publicly traded, value-added reseller and systems integrator. Fully accredited and authorized by major manufacturers including Apple, Cisco, Dell, HP Inc., HPE, Lenovo, Microsoft, Symantec, VMware and 1500 others, PCM offers product and service solutions to mid-market and enterprise level businesses. 

 

With annual sales of $2B+, $800M+ in Microsoft licensing revenue, 3000+ employees and over 400,000 products available, PCM is more than an IT provider: we are a trusted technology partner for thousands of businesses across the country specializing in cloud, data center, mobility, networking, security, and software solutions.

PCM: The right technology, delivered!

Overview

The Microsoft Licensing Sales Executive works hand-in-hand with PCM Account Executives, Market Leaders, Partners and key internal resources to grow and facilitate new and renewal Microsoft software sales opportunities within an assigned district. This position is responsible for achieving quota and growth targets through software sales with particular focus on designated core partner business.  The Licensing Sales Executive also facilitates key software renewal opportunities and provides oversight to ensure that all client requests are handled with seamless hand off to appropriate internal resources to ensure the needs of the client are relevant and responsive.

 

 

Focus for this role will be on achieving sales and profit goals through net new sales resulting from direct client interface, on-site visits, account planning, partner teaming and engagement, as well as solution development and implementation. The primary function is to develop and drive software opportunities to closure and expand those opportunities. You will work internally to design and recommend sales and marketing programs and assist in short-term and long-term software sales strategies within their assigned territory.   

Responsibilities

  • Identify and develop new/incremental software sales opportunities within an assigned district.
  • Team with account managers to complete and execute account plans to penetrate non-software buying accounts, further penetrate existing buying accounts and develop net new account opportunities.
  • Develop and close sales opportunities brought forward by PCM Sales Reps and/or Partners.
  • Conduct and deliver professional sales presentations on En Pointe’s capabilities and value proposition specific to software products and services.
  • Engage with PCM's Presales Software Team to initiate new software business.
  • Provide support in RFP responses with strategic software solution input.
  • Recommend competitive pricing to sales based on understanding on competitive landscape, product lifecycle, key cost drivers, etc.
  • Successfully complete internal and partner training offerings as assigned.
  • Establish and maintain strong vendor relationships with key partners in their district.
  • Attend local key partner events and training sessions.
  • Facilitate account planning with partners and account managers to penetrate mutual non-buying accounts, communication on opportunity and account.
  • Consistently develop and maintain product and programmatic knowledge around core partners.
  • Maintain awareness of PCM’s Services, SAM and key practice offerings.
  • Maintain awareness of market trends and competitive landscape.
  • Populate and manage sales opportunities in pipeline tracking tools and provide business development reporting.

Qualifications

    • Industry Expertise: Be an expert in industry trends including competitive and market dynamics, product, licensing and technology trends.
    • College degree or equivalent preferred
    • Must have deep MS Licensing experience, skilled with managing Microsoft contract vehicles (Enterprise Agreements, MPSA, Select +, Open Licensing, etc.) and pricing
    • Strong analytical skills are required; must be proficient with Microsoft Office; able to manipulate large, complex Excel spreadsheets.
    • 3+ years recent VAR or LAR industry sales/marketing experience
    • Hold Certifications including MCP, etc.
    • Proven record of success achieving/exceeding sales targets and goals
    • Ability to take initiative and manage time effectively
    • Ability to travel in district (50% expected)
    • Excellent communication, presentation and organization skills
    • High level of commitment to exceptional customer service and relationship build
    • Ability to execute, focused on results, strong teamwork skills, self-motivated and pro-active
    • Will be required to pass and maintain sales certifications

Why work for PCM?

We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.

 

 

PCM Offers:

 

We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.

 

PCM offers a competitive base salary, bonus, 401K with a company match and medical/dental benefits as well as an Employee Purchase Plan, company sponsored discount programs and paid time off.    

 

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.

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