Senior TAM – Cloud Licensing & Solutions Consultant
- ASAP
- Location: APAC
- Work Type: Remote
We are looking for a skilled and motivated Cloud Licensing & Solutions Consultant to join our team. This position is ideal for someone who excels at combining technical licensing expertise with solution-driven sales strategies. The successful candidate will help customers navigate Microsoft’s Cloud Solution Provider (CSP) program, offering strategic recommendations and hands-on support to align licensing choices with business needs. The role requires strong customer engagement, strategic thinking, and the ability to communicate complex licensing models in a clear and customer-friendly way.
Core Areas of Responsibility
CSP Licensing Strategy & Solution Consulting.
- Act as a licensing advisor to clients, partners, and internal stakeholders by understanding their needs and aligning them with optimal Microsoft CSP offerings.
- Conduct discovery sessions to gather client requirements and recommend licensing configurations that align with business and technical objectives.
- Tailor solution proposals leveraging Microsoft’s portfolio, including Azure, Microsoft 365, and Dynamics 365.
- Provide clarity around Microsoft licensing models—perpetual, subscription-based, and hybrid.
- Identify additional solution opportunities and guide the client toward complementary services and features.
- Support the sales cycle with strategic positioning of licensing packages and prepare necessary materials for client communication.
License Operations, Billing & Subscription Oversight
- Manage the full lifecycle of CSP licensing: onboarding, renewals, mid-term adjustments, and terminations.
- Monitor billing accuracy and align invoicing with contractual agreements.
- Offer cost-saving recommendations and optimize client usage to extract the most value from Microsoft investments.
- Ensure compliance with Microsoft’s licensing terms and audit guidelines.
- Investigate and resolve license discrepancies or billing-related issues in coordination with finance and support teams.
- Analyze usage trends to anticipate renewals and identify areas for growth or consolidation.
Partner Incentives & Program Enablement
- Evaluate Microsoft CSP incentive opportunities and implement them to support business growth.
- Stay current with partner incentives and rebate structures to ensure full eligibility and maximize returns.
- Guide teams on how to apply co-op funds, rebates, and Microsoft promotional programs effectively.
- Track earnings from incentive programs and create forecasts for future benefit realization.
- Improve internal processes to increase the efficiency of incentive management and reporting.
Training & Licensing Enablement
- Develop and facilitate training workshops for team members, partners, and customers on Microsoft licensing frameworks.
- Create simplified licensing content (e.g., guides, webinars, infographics) to support adoption and understanding.
- Keep internal teams up to date on CSP program changes, product updates, and incentive shifts.
- Serve as a licensing knowledge resource across the organization to boost presales and customer success effectiveness.
- Align enablement efforts with marketing and sales strategies to ensure consistent external messaging.
Performance Insights & Sales Reporting
- Analyze CSP performance metrics to uncover opportunities for improved engagement and revenue.
- Provide actionable recommendations based on customer purchase patterns and licensing usage.
- Build and maintain reports and dashboards that present clear data around CSP sales, consumption, and renewals.
- Collaborate with leadership to inform quarterly forecasts and drive licensing-related KPIs.
- Track the ROI of licensing initiatives and refine strategies based on measurable results.
Requirements
- Minimum of 3 years of experience in Microsoft licensing, sales operations, or a related consulting role.
- Deep familiarity with CSP licensing structures, Microsoft product suites, and partner frameworks.
- Strong problem-solving mindset and ability to interpret technical requirements in business terms.
- Excellent verbal and written communication skills with a consultative tone.
- Proficiency in Microsoft 365 apps, Excel, and CRM platforms (e.g., Dynamics, Salesforce).
- Strong interpersonal skills and a collaborative, customer-first approach.
- Detail-oriented and organized with the ability to manage multiple priorities.
Preferred:
- Relevant Microsoft certifications (e.g., Licensing Specialist, Azure Fundamentals, etc.).
- Hands-on experience with Microsoft Partner Center and CSP subscription management.
- Knowledge of Microsoft partner incentive programs and how to apply them strategically.
Education:
- Bachelor’s degree or equivalent professional experience in a related field.