Job Description:

Act as a key reference point for License Management Service (LMS) personnel on the software programs & associated product use rights supported by the individual SME. Integral to the role is ensuring DXC maximize the revenue options available through the inclusion of all Partner discounts, incentives & funding options to achieve a fully rounded commercial view per opportunity. Develop excellent knowledge on specific vendor software programs or vendor software themes. Utilize this knowledge to disseminate information on those programs/themes out to various audiences including Software Licensing & Management Solutions (SLMS) Sales, SLMS Customers, SLMS Service Delivery and the SLMS Business.

Roles and Responsibilities:

• Actively work with clients to ensure timely usage reporting through monthly compliance efforts and to ensure upcoming renewals are executed and renewed with SLMS
• Responsible for monitoring vendor mailboxes and responding to client, account executive, and Partner account executive requests
• Assist with customer on boarding process
• Responsible for ensuring clients adhere to the terms of their agreement through general licensing support as well as in depth compliance reviews
• Advise clients on the best practices of their Agreement and User License Rights
• Assist clients with post sales pertaining to licensing questions, operational issues relating to reporting, including part numbers/pricing
• Establish and maintain strong channel partner relationship
• Work with partner BDMs to develop strategies to increase hosted licensing sales through the channel
• Ensure that customers, sales and internal teams are always updated with the latest news and offerings on the software vendor programs that the SME supports. The SME will ultimately be the person that is accountable for making sure that key information in relation to the vendor program(s) which they support is distributed to the various audiences listed in a timely manner
• Provide support to DXC salespeople, service delivery account managers and end-customers where required for new and up-selling sales opportunities, including participation in customer meetings where required
• Provide specific training to SLMS Service Delivery (Customer and Sales Team, Operations Team); SLMS Sales and LMS personnel on program rules, licensing rules, product use rights including providing information on any new program or product offerings
• Develop linkages within the Sales & Marketing departments of the supported vendors. Work with the vendors to put a process in place to highlight any campaigns or special offers, also changes to the vendor program or to the product offering. Attend Vendor Information days as required and as agreed with the SME Team Lead and/or the SLMS Service Delivery Manager
• Achieve an expert level of knowledge on licensing rules and product use rights for products being offered by a specific software vendor program or group of vendor programs falling under a software vendor theme
• Create repository of information (PowerPoint presentations, Product Use Rights Word Documents) for the various groups that require support including SLMS Customers, SLMS Salespeople, SLMS Service Delivery personnel and LMS personnel
• Provide a second tier of support to both SLMS Service Delivery and Sales on areas such as program rules, licensing options and new products being released, including conducting Presentations/Webinars and Visit customers and host workshops upon request
• Work as the primary CSP SLMS Solutioning Specialist. Provides Regional & Account Lead, support & sales enablement expertise for Azure & software licensing deals
• Provide Azure Resale, Incentive Cost modelling & forecasts for regional deals.This includes driving DXC DPOR & PAL incentive engagements globally for Azure Practice, and capturing ACR
• Participate in specific targeted marketing plans to promote sales based on product or program changes
• Build a pipeline of net new leads to increase Hosted Licensing sales and cross-sell other products
• Lead administration of Partner Center Portal, Azure management portals and office 365 Portals
• Identify and implement Process Improvements including engagement with Microsoft regarding program updates and new releases
• Actively promote the core Partners in the DXC portfolio internally in conjunction with each Partner.
• Engage with appropriate solution architects, sales & delivery management to ensure solution meets customer needs
• Able to successfully engage the support and assistance of the local Sales management to drive appropriate business practice and consistency
• Knowledge of Partner & specific Program Management areas of responsibilities
• Maintain product/solutions expertise of market trends in aligned technologies, including detailed understanding of competition
• Provide specialist knowledge during any focus sales and marketing campaigns/events to advise on appropriate licensing models and solutions and assist with commercials
• Ensure good collaboration & communication with Microsoft team on all opportunities, including negotiation tactics
• Assist with sales documentation and methodology to enable the sales process and information

Education and Experience Required:

• BS or equivalent in Business Information Systems or equivalent degree required
• At least 5 years’ experience in third-party software licensing domain.
• Experience & understanding of Microsoft licensing is required
• Extensive familiarity working within with the Microsoft Partner Network environment.
• Experience administering Azure cloud enrollments & portals.
• Ability to build & manage a variety of financial opportunity pipelines essential
• Understanding of Microsoft Azure technical architecture and how Datacenter/Cloud management operates would be an advantage
• Understanding of Office 365 and Dynamics 365 is good to have

Knowledge and Skills:

• Excellent analytical & PC skills (Windows Operating System, Excel, Outlook, PowerPoint, Word)
• Familiarity with multiple platforms, tools, methodologies in the reporting, data management and advanced analytics space including PowerBi, & Excel Macros to automate reporting.
• Ability to data mine, build custom reports & automate reporting in Salesforce required.
• Extensive knowledge of Microsoft Cloud Licensing Agreements required
• Computer hardware/software knowledge is required
• The willingness and ability to self-learn much of the hosted licensing information that will be necessary to serve as a resource Clients is required
• Strong communication (verbal and written), organization, and time management skills required
• Solid problem solving and consultative skills a must
• Able to build relationships and quickly develop trust with clients, as well as internal personnel, needed
• Must be able to adhere to tight service level agreements (SLAs) and be able to multi-task effectively
• Knowledge of the sales process combined with the ability to establish and maintain rapport with both internal and external customers is needed
• Fluency in English language (spoken and written)