Licensing Advisor
Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 750,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
The purpose of the Licensing Advisor (LA) is to help enable compelling licensing & cloud deals for Microsoft Customers.
Working with multiple stakeholders, the LA must help renew and expand the portfolio of Microsoft Customer Commercial VL agreements in line with Microsoft Growth and Cloud strategy.
The LA will work with both internal and external teams, including Vendor Tele Renewal specialists (VT RS), Microsoft Field Representatives (Commercial Executives (CE), Microsoft Channel Partners (LSP) and Operational resources.
The LA must have an aptitude for attention to detail, enjoy working with Microsoft licensing programs, be willing to support new customers offerings as Microsoft indicates, and have a capability for compliance & adhere to defined policies and procedures. Quality of delivery is a high priority for this role.
The Role of the Licensing Associate (LA) is to provide LICENSING CONSULTANCY & DEAL CONSTRUCT SUPPORT for selected Commercial Volume licensing programs (as indicated by Microsoft) including but not limited to: Enterprise Agreements (EA, EAS, SCE), Open program (OLP, OV, OVS) Microsoft Products and Services Agreement (MPSA) New Commerce agreement (CSP, MCA-E). OSPA (China)
Collaborating with the Vendor Renewal Specialist (RS) & the Deal Acceleration Manager (DAS), the LA charter is to secure the customers renewal agreement on time, identifying up sell and cross sell opportunities aligned to the customer needs. It is also to sell new customers agreements based on demand triggers.
This is done by working with the Renewal Specialist to:
Know the customer’s business & licensing scenario. Know the customer’s stakeholders & timelines. Identify the potential up-sell and cross-sell scenarios for that customer. Prepare the value proposition for these scenarios with the RS. Leverage Microsoft resources such as Deal books and Solution assessment workshop. Gather what the customer wants to achieve as business outcomes now and in future. Migrate customers to other Microsoft programs where possible, Ensure that customers are delighted by Microsoft products and services.
KEY RESPONSIBILIES
-
Support Microsoft Cloud and Licensing deals for the designated Territory/region.
-
Work with RS/DAS to provide the best licensing solution for the customer and how to execute this aligned to Microsoft’s strategy & policy’s
-
Assist Vendor sales teams in developing and selling Cloud licensing solutions - e.g. assist in strong positioning of Microsoft Cloud Services, help develop accurate, relevant and complete financial analyses highlighting the benefit of Microsoft’s Cloud, provide guidance around specific Online contract language, product licensing and assist in identifying Cloud Services whitespace.
-
Deal book preparation.
-
Works with partners and sub stakeholders to understand the sales hurdles being encountered during deal conversations - escalate as appropriate and assist in developing the needed innovations to smooth the sales cycle.
-
Understand our competitors cloud licensing strategies, help our account teams position the benefits of the Microsoft cloud solution to customers and support Cloud compete offers including Customer/Channel Price Sheets (CPS) and any applicable concessions via an amendment.
-
The LA will work to ensure secure all necessary pre-approvals from the authorized Microsoft stakeholder.
-
The LA will co-ordinate any necessary approvals by Microsoft in required Microsoft tools for the customer agreement (new or renewal).
-
The LA will ensure adherence to Microsoft policy’s and procedures.
-
The LA will ensure a quality driven service, including continuous learning and identifying areas for process improvement.
#LI-LATAM
Experience/Knowledge:
2+ years of experience working in Microsoft licensing contracts negotiations and deal construct
In-depth understanding of Microsoft Commercial VL licensing programs particularly EA, MPSA, MCA & CSP
Knowledge and experience of Microsoft or other Cloud and Online Services solutions
Excellent communication and analytical skills with the ability to distill complex thoughts and strategies into simple, actionable recommendation.
Experienced in establishing trusted advisor/strategic consultant relationships with a wide variety of internal and external stakeholders.
Able to help customers make the best choices in tough macroeconomic environments
Direct Commercial Executive experience preferred
Knowledge of Brazil market EA contractual requirements preferred
Fluency in Portuguese or Brazilian Portuguese preferred
Preferred qualifications:
4-year degree preferred
2-3+ years Licensing experience with a proven track record of success preferred
Experience working with or selling Office 365, M365, Azure, Modern work, Biz apps preferred
San Jose
Requesting an Accommodation
Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.
If you would like to be considered for employment opportunities with Accenture and have accommodation needs such as for a disability or religious observance, please call us toll free at 1 (877) 889-9009 or send us an email or speak with your recruiter.
Equal Employment Opportunity Statement
We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.
For details, view a copy of the Accenture Equal Opportunity Statement
Accenture is an EEO and Affirmative Action Employer of Veterans/Individuals with Disabilities.
Accenture is committed to providing veteran employment opportunities to our service men and women.
Other Employment Statements
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Further, at Accenture a criminal conviction history is not an absolute bar to employment.
The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.
California requires additional notifications for applicants and employees. If you are a California resident, live in or plan to work from Los Angeles County upon being hired for this position, please click here for additional important information.
Please read Accenture’s Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.
We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other.
We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work.
At Accenture, we see well-being holistically, supporting our people’s physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We’re proud to be consistently recognized as one of the World’s Best Workplaces™.
Join Accenture to work at the heart of change. Visit us at www.accenture.com.