The Business & Sales Operations (BSO) group is the center of excellence for cross-business execution performance, planning, and sales operations. The team helps scale execution, operationalize business & sales programs, drive business, sales, and partner transformation that accelerate Microsoft’s business objectives locally. The Commecial Licensing Lead reports to the Business & Sales Operations Lead (BSO Lead) and thus is responsible for leading, creating, and orchestrating processes across all business groups locally.


Change Management (50% of time)

  • Lead the local Commercial Licensing transformation across all licensing go to markets in your geography
  • Align with One Commercial Partner counterparts on landing licensing transformation and ensure managed partners are ready to transact new licensing models
  • Engage with subsidiary leadership (Segments, M&O, BG) to ensure licensing road map visibility, GTM plans, secure resources, and define business impact. Set and share local transformation targets and provide progress updates with regular ROBs
  • Act as the voice of the field by ensuring timely updates/feedback to Corporate on sales blockers, CPE issues, business opportunities and success stories in subsidiary
  • Influence business improvement by managing, and effectively coaching field and partners through change initiatives.
  • Set local Commercial Licensing program adoption targets

Sales Enablement (35% of time)

  • 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
  • Support the P-LSS program. Assist with onboarding and provide support for the geography
  • Provide Licensing on-boarding and “stay current” training for field and partners
  • Support partner sales and licensing teams via onsite “floor days” events to drive licensing readiness and seller guidance;
  • Assist BGs and Segment on price discount promotions to drive revenue
  • Plan and execute Field and Partner readiness with guidance from Corp

Marketing and Communications (15% of time)

  • Provide targeted messaging to customers on licensing and how to buy scenarios for CL programs
  • Communicate local and global promotions to field and partner via various channels
  • Communicate licensing and pricing changes to field, partners and customers
  • Hold customer licensing seminars with customers
  • Localize Commercial Licensing messaging and content – Field, Partner & Customer
  • Integrate licensing into existing campaigns
  • Develop local customer evidence partnering with field and partners
  • AR/PR: Coordinate on licensing topics
  • Manage local licensing website


  • 5 – 8 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
  • Understanding of Microsoft Licensing Programs

Skills & Knowledge

  • Ability to work and build strong relationships with senior leadership and executives
  • Advanced oral and written communication skills, planning and organizational abilities
  • Must be able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively;
  • 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
  • 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.

How to Apply

Apply here for the Commercial Licensing Manager Job

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