• Microsoft Licensing Specialists - SLED/FED

    Posted Date 3 months ago(7/5/2019 2:36 PM)
    Requisition ID
    Position Type
    Regular Full-Time
    Job Locations
    US-CA | US-VA-Herndon
  • About Us

    PCM is a leading IT provider of technology solutions including hardware products, software, services and consulting in most industries including small, medium, enterprise and public sector organizations throughout the US, Canada, Europe and beyond. We were founded in 1987 and have grown to 4,100+ employees.


    Our comprehensive expertise and proven experience in emerging, advanced and legacy technologies stands out in a crowded market. We leverage our vast array of certified personnel, valuable partnerships, mature process and scale to achieve our clients IT objectives and position them for future success.


    Our business IT strategists, market specialists and technical engineers are trained to listen to, learn from and enable our customers’ success.


    PCM offers exceptional procurement and logistics for a broad range of IT products. We provide consulting and implementation services delivered through more than 1,400 service engineers. With PCM, you have a rich array of managed, professional and operational services to lower your organization’s operating costs, increase business agility, improve overall efficiency, and help you succeed in today’s global economy.


    The Microsoft Licensing Sales Specialist is at the center of Microsoft’s Licensing Annuity business. The required key competences are Sales and Relationship Management related to a thorough understanding of MS volume licensing offerings. The LSS adds value by negotiating licensing agreements that maximize long-term revenue and enhance the customer experience.


    The LSS role is primarily focused on driving sales and profit goal through the EA (Enterprise Agreement) lifecycle. This includes helping customers to understand how to purchase, True up and maximize the licenses for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. The success is measured by meeting or exceeding Sales objectives such as: EA (and MPSA, CSP, Open, etc.): revenue, penetration, on-time True Ups, renewals, revenue recapture, up sell / cross sell (Cloud, SCE) and PCM Professional Services.



    • Providing volume licensing expertise within the sales district. This includes mastering Program and Product Licensing scenarios focused principally on EA, MPSA, SCE, CSP, CASA, Open, EES, CAMPUS, State and Local Government and Federal and offerings.
    • Performing a Sales role, including:
      • Contributing to the overall account plan by developing appropriate licensing strategies to further grow revenue and annuity penetration
      • Developing and selling licensing solutions by driving customer licensing proposals
      • Negotiating with customers to maximize contract value and Customer Satisfaction, while simplifying the licensing experience for the customer and driving for “right licensing.”
    • Managing external and internal relationships, including:
      • Customers (The LSS is able to position and represent all elements of the PCM software value proposition to clients and partners)
      • PCMG Account Managers
      • Microsoft Field Account Teams


    In detail, the LSS will:

    • Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary.
    • Drive Account penetration for annuity based VL contracts, attach / re-attach and cross-sell / up-sell opportunities, incl. Cloud, SCE and Services while supporting license compliancy initiatives.
    • Provide licensing consultation (e.g. negotiation tactics, up-selling scenarios) to account and / or opportunity strategies, in collaboration with AMs (Account Managers), BDM’s (Business Development Managers), SSPs (Solution Sales Specialists) and SAM (Software Asset Management Manager).
    • Define, drive and execute on negotiation strategies and tactics, in collaboration with the AM’s, internal resources and Microsoft field resources.
    • Develop accurate, relevant and complete financial analyses for customers, TCO Analysis for Microsoft software purchase and Cost Savings through acquisition and deployment of Microsoft technology.
    • Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
    • Internal contributions by sharing best practices and insights on how best to close Licensing Annuity Business.
    • Industry Expertise: Be an expert in industry trends including competitive and market dynamics, product, licensing and technology trends.
    • Additional duties as assigned.



    • Must have deep MS Licensing experience, skilled with managing Microsoft contract vehicles (Enterprise Agreements, MPSA, Select +, Open Licensing, etc.) and pricing for both Commercial and Public Sector
    • Proven track record of meeting and exceeding quotas
    • Minimum of 3 years of experience employed by a Value Added Reseller or Systems Integrator
    • Successful experience developing strong customer and vendor relationships
    • Ability to execute, focused on results, strong teamwork skills, self-motivated and pro-active
    • Ability to do marketing planning and execution of marketing activities
    • Will be required to pass and maintain sales certifications
    • Strong analytical skills are required; must be proficient with Microsoft Office; able to manipulate large, complex Excel spreadsheets.

    Why work for Us?

    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.   


    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! 


    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.


    Disclaimer: PCM extends offers of employment only to qualified candidates who have applied for a position using our official application through our career site, iCims.  Please be on alert for possible fraudulent offers of employment or "phishing" actions that may come from individuals or entities impersonating PCM.  PCM will not solicit money or banking information from applicants.  Once employment has been confirmed and as part of the onboarding process, new hires will receive instructions from PCM to set up their direct deposit information from our payroll department.


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