Commercial Licensing Manager
Microsoft
Mississauga, ON
13h ago
source : Happy Monday

As a company our mission is to empower every person and every organization on the planet to achieve more. As an employer, we empower our own people to achieve more and make a difference in the world.

Join us andbe one who empowers billions! Are you a Leader? Are you able to translate Microsoft's commerce strategy and objectives into clear, discrete and executable plans for your market?

Can you compose an integrated business plan across sales, marketing, partners and field leadership? Do you love to work across multiple stakeholders to ensure that we collaborate and deliver the best customer and partner experiences possible?

Are you excited about landing these plans to realize revenue, growth, share and strategic market outcomes? The Commercial Licensing Lead (CLL) leads transformation of how customers buy and partners sell with Microsoft, working holistically across segments and products, to champion licensing through subsidiaries and partners.

The CLL has end-to-end accountability for the Microsoft's commerce strategy in the local market or area including planning, execution and governance.

This includes revenue, scorecard and share dashboard accountabilities and goals, as well as playing a leadership role within the subsidiary including participating in Extended Leadership meetings, planning and governance processes and providing data and insights that support and drive effective business prioritization and decision-making that achieves business goals.

In this role, the CLL is responsible for close cross-group collaboration across segments to ensure local execution of strategies and tactics to further drive the business.

An important role of the CLL is building deep audience insight and go-to-market strategies as well as understanding the competitive landscape and the local business opportunity and climate in their local market or area.

The CLL is the local spokesperson externally and internally for Microsoft's commerce strategy. Finally, the CLL is on point for reporting back to Corp on the success metrics as part of the rhythm of the business process.

Responsibilities :

The Impact You'll Be Making

Change Management and Sales enablement (70% of time)

  • Apply a broad and deep understanding of customers, partners and internal groups' needs, drivers, and decision-making processes to drive transformation across all licensing go to markets in geography.
  • Influence business improvement and revenue shift by managing, and effectively coaching field and partners
  • Identify and develop strategic relationships with internal change management counterparts, area leadership and stakeholders, partners, and customers and partner closely for mutual success
  • Use expertise and influence in field to lead partner and customer engagements.
  • Use voice of customer frameworks and industry metrics to understand customer, partner, and internal group satisfaction, and develop scalable strategies for improvement.
  • Provide sales and licensing guidance to sellers to ensure customers are moving into proper program. Review pipeline to ensure guidance followed.
  • Create COE as appropriate.

  • Orchestrate licensing training across the BGs and the segments . (Web casts, roadshows, & sales workshops) including on-boarding and "stay current" training for field and partners.
  • Be a trusted advisor and ambassador for the commercial licensing business in the market - internally, with partners and across the market ecosystem - positioning modern commerce, driving awareness and generating excitement in the market - in 1 : 1, 1 : few and 1 : many forums, in person and digital
  • Continually work on a scalable approach to expand product messaging, across multiple channels, both traditional and digital
  • Partner with segment and sales leaders to build a pipeline of product advocates among our customers and partners
  • Coach field and partners in product know how, demos, modern storytelling, compete, and tools
  • Influence business improvement by managing, and effectively coaching field and partners through change initiatives.
  • Business and Monetization (30%)

  • Establish and be accountable for the business goals and targets of supporting cloud revenue across products in area / subsidiary
  • Leverage deep understanding of modern commerce and the local business to apply thought leadership in identifying revenue opportunities
  • Provide business leadership and insight in driving governance and changes to commerce model
  • Provide influence & orchestration, cross segment, cross discipline (sales, marketing, services, and partners) and between the area / sub and Corp.
  • Drive cross subsidiary collaboration health within area
  • Influence the product planning prioritization to meet the local market's needs
  • Provides proven thought leadership to set the direction and approach for modern commerce to achieve clear and measurable outcomes for the business
  • Qualifications :

    Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

    Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

    Who We Are Looking For

    Experiences

  • 8-10 years of related experience
  • Experience managing complex projects, consulting, and leading virtual teams in cross-functional settings
  • Solid experience in driving change management and driving sales behaviors across complex organizations
  • Skills & Knowledge

  • Broad Strategic Management Vision
  • Deep customer focus and understanding
  • Strong core marking communication skills & experience
  • Highly analytical - ability to understand business metrics, customer and market trends
  • The ability to think differently, adapt and drive new best practices
  • Knowledge of Microsoft's Commercial licensing programs, customers, sales motions etc is a plus
  • Education

  • Bachelors degree (B.S. / B.A) required and / or experience in relevant fields eg : business, marketing, information technology, operations, finance.
  • Masters degree preferred.

  • Desirable qualifications include formal training in project and process management, financial accounting, business strategy and operations and / or internal controls.
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