Licensing Sales Specialist - Cisco - 4F4JV_8-5953

Logicalis • Boise, ID • 5h ago

This job was posted by https://idahoworks.gov : For more information, please see: https://idahoworks.gov/jobs/2392325 Job Description

Summary

Focuses on driving sales and profit goals by selling software through Enterprise Agreement (EA) lifecycle. Helps customers understand how to purchase and maximize licenses for their technology solutions. Grows licensing annuity business, sells additional software, closes deals within guidance, and increases customer satisfaction.

Essential Duties and Responsibilities

Provides volume licensing expertise within sales region. Masters

program and product licensing scenarios focused principally on EA, subscriptions suites, enrollments, and transactional offerings.

Performs sales role, including:

Contributes to overall account plan by developing appropriate

licensing strategies to further grow revenue and annuity penetration.

Develops and sells licensing solutions by driving customer licensing

proposals.

Negotiates with customers to maximize contract value and customer

satisfaction, while simplifying licensing experience for customer and driving for \"right licensing.\"

Manages external and internal relationships, including clients and

field account teams; positions and represents all elements of Logicalis software value proposition to clients and partners.

Creates and manages comprehensive account specific licensing annuity

plans for territory or subsidiary.

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.

Provides licensing consultation (such as negotiation tactics,

up-selling scenarios) to account and / or opportunity strategies, in collaboration with Account Executives (AEs) and support teams.

Defines, drives and executes on negotiation strategies and tactics,

in collaboration with the AEs, internal resources and field resources.

Develops accurate, relevant and complete financial analyses for

customers, TCO analysis for software purchases and cost savings through acquisition and deployment of technology.

Offers proactively strategic licensing consulting to both internal

and external stakeholders that drives effective business and opportunity management.

Shares best practices and insights on how best to close Licensing

Annuity business.

Maintains expertise in industry trends including competitive and

market dynamics, product, licensing and technology trends.

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 order to ensure adherence in a manner that reflects honest, ethical and professional behaviors.

Supports and conducts self in a manner consistent with customer

service expectations.

Supervisory Responsibilities

This job has no supervisory responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience/Technical Requirements/Certifications

Equivalent combination accepted.

Education:

Bachelor\'s Degree in a related field.

Experience / Technical Requirements:

Licensing experience, skilled with managing contract vehicles

including Enterprise Agreements (ELA 1.0, SVP, ELA 2.0, subscriptions suites, enrollments etc.) and pricing.

Proven track record of meeting and exceeding quotas.

3 years of experience employed by Value Added Reseller (VAR) selling

Cisco Software solutions.

Successful experience developing strong customer and vendor

relationships.

Proficient use of Microsoft Office applications; able to manipulate

large, complex Excel spreadsheets.

Certifications

Vendor specific certifications.

Other Skills and Abilities

Ability to execute and focus on results.

Ability to perform marketing planning and execution of marketing activities.

Strong analytical skills.

Excellent communication skills - oral and written presentation abilities.

Self-starter with excellent organizational, administrative and interpersonal skills; self-motivated and pro-active.

Ability to follow through with tasks/projects/troubleshooting with minimal supervision.

Ability to multi-task and work in fast paced environment.

Ability to prioritize multiple projec

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