Licensing Sales Specialist - SLED

Job Summary

The Microsoft Licensing & Commercial SLED Specialist is a subject-matter expert responsible for helping customers and internal sales teams navigate Microsoft's complex licensing programs, agreements, pricing models, incentives, and commercial options.Working closely with Account Managers, Key Account Managers, Sales, Operations, and Microsoft, this role translates customer business requirements into the right Microsoft agreement, licensing program, subscription model, and commercial strategy. The specialist supports new customer acquisition, renewals, RFPs and bids, negotiations, and expansion opportunities while ensuring customers receive the right advice and commercial value from their Microsoft investments.

Note: SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.

Role & Responsibilities

Serve as a Microsoft licensing and SLED subject-matter expert, providing guidance on Microsoft licensing programs, agreements, incentives, cloud subscriptions, pricing models, and commercial conditions.
Analyze customer requirements and recommend the optimal Microsoft agreement, licensing program, subscription model, and commercial structure based on business needs, pricing, contractual conditions, and customer objectives.
Stay current on Microsoft's licensing ecosystem, including Product Terms, Online Services Terms, licensing guides, agreement structures, incentive programs, and changes to Microsoft's commercial strategy.
Partner with Account Managers and Key Account Managers to develop customer and account strategies, identify opportunities, and translate Microsoft licensing expertise into actionable commercial plans.
Support new customer and partner acquisition by providing licensing, pricing, agreement, and commercial expertise throughout the sales cycle, including customer discovery, proposal development, negotiations, and deal structuring.
Support RFP, RFI, and bid processes, providing expertise on Microsoft licensing, commercial models, agreements, pricing, procurement requirements, and overall bid strategy.
Validate Microsoft offers and commercial proposals in collaboration with Sales and Operations teams to ensure accuracy, profitability, compliance, and alignment with customer requirements.
Support Microsoft negotiations and customer/vendor discussions, helping customers understand available licensing, pricing, incentives, and agreement options and identifying the most beneficial commercial approach.
Drive renewal and expansion opportunities by partnering with Sales to proactively plan Microsoft agreement renewals, identify upsell and cross-sell opportunities, and connect customers with relevant SoftwareOne services and solutions.
Identify opportunities to improve customer value and profitability by understanding customer environments, business objectives, and technology strategies and recommending appropriate Microsoft products, agreements, and SoftwareOne services.
Monitor market and competitive trends, including Microsoft's evolving commercial strategy, competitor offerings, partner positioning, customer needs, and broader technology market developments, and use these insights to support sales strategies.
5% for potential occasional travel to visit customers or internal meetings.

What we need to see from you

What you offer

Demonstrated experience using AI in a practical, applied way — such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
5+ years of experience in Microsoft licensing - SLED, software licensing, cloud commercial management, technology sales, presales, licensing consulting, or a related field.
Strong expertise in Microsoft licensing programs, agreements, incentives, and cloud subscriptions, with the ability to independently advise customers and internal stakeholders on complex licensing scenarios.
Strong knowledge of Microsoft commercial agreements, including Microsoft Product Terms, Online Services Terms, licensing guides, and related Microsoft contractual documentation.
Demonstrated experience supporting Microsoft licensing negotiations, renewals, pricing discussions, RFPs, RFIs, bids, or complex commercial transactions.
Experience working with Microsoft customers, partners, resellers, or channel organizations and understanding the Microsoft partner ecosystem.
Ability to assess customer requirements and recommend the appropriate Microsoft agreement, licensing program, pricing model, or commercial structure.
Demonstrated ability to partner with Account Managers, Sales, Operations, Finance, and other cross-functional teams to develop and execute customer strategies.
Strong commercial and financial acumen, including an understanding of margin, profitability, pricing, incentives, and business case development.
Excellent negotiation, communication, and presentation skills, with the ability to explain complex licensing concepts clearly to both technical and non-technical stakeholders.
Ability to manage multiple opportunities and priorities while maintaining strong attention to detail and accuracy.
Strong analytical and problem-solving skills, with the ability to evaluate multiple commercial options and recommend the best solution for the customer and SoftwareOne.
Bachelor's degree in Business, Finance, Information Technology, or a related field, or equivalent professional experience.
Microsoft licensing or commercial certifications are preferred.
The preceding job profile has been designed to indicate the general nature and level of work
performed by associates within this role. It is not designed to contain or be interpreted as a
comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.

Success Criteria

Turning Product Terms and Licensing guides into the agreement and pricing structure that closes the deal, upsells the right cloud commintments and protects profitablity on every transaction.
Earning credibility with executive leadership and the ability to take comples licensing scenerios into clear and confident recommendations for all levels of the business to act on.

Organizational Alignment

Collaboration with Hyperscaler Presales Director or Microsoft Alliance Team
This role reports up to Microsoft Licensing Desk Manager