About PCM

Providing IT solutions nationally since 1987, PCM, Inc. is an industry recognized, publicly traded, value-added reseller and systems integrator. Fully accredited and authorized by major manufacturers including Apple, Cisco, Dell, HP Inc., HPE, Lenovo, Microsoft, Symantec, VMware and 1500 others, PCM offers product and service solutions to mid-market and enterprise level businesses.

With annual sales of $2B+, $800M+ in Microsoft licensing revenue, 3000+ employees and over 400,000 products available, PCM is more than an IT provider: we are a trusted technology partner for thousands of businesses across the country specializing in cloud, data center, mobility, networking, security, and software solutions.

PCM: The right technology, delivered!

Overview

PCM is currently looking for a Microsoft Licensing Sales Specialist. The Microsoft Licensing Sales Specialist is at the center of Microsoft's Licensing Annuity business. The required key competences are Sales and Relationship Management related to a thorough understanding of MS volume licensing offerings. The SLED LSS adds value by negotiating licensing agreements that maximize long-term revenue and enhance the customer experience.

PCM is an I.T. services provider with a national footprint, serving mid-market and large organizations. We provide fulfillment services for I.T. hardware, software licensing, and offer a comprehensive portfolio of services. Working hand in hand with hundreds of manufacturers including partnerships with Microsoft, HP, Cisco, Symantec, VMware, Dell and LANDesk; PCM's marketing efforts reach far and wide to bring national awareness of our business and that of our manufacturer partners.

Responsibilities

The LSS role is primarily focused on driving sales and profit goal through the Microsoft lifecycle. This includes helping customers to understand how to purchase, True up and maximize the licenses for their Microsoft technology solutions. Success in the role includes growing the licensing annuity business, closing deals within guidance, and increasing customer satisfaction. The success is measured by meeting or exceeding Sales objectives such as: EA (and MPSA, CSP, Open, etc.): revenue, penetration, on-time True Ups, renewals, revenue recapture, up sell / cross sell (Cloud, SCE) and En Pointe Professional Services.

In detail, the LSS will:

• Create and manage comprehensive account specific licensing annuity plans for his/her territory or subsidiary.
• Drive Account penetration for annuity based on SLED VL contracts, attach / re-attach and cross-sell / up-sell opportunities, incl. Cloud, SCE and Services while supporting license compliancy initiatives.
• Provide licensing consultation (e.g. negotiation tactics, up-selling scenarios) to account and / or opportunity strategies, in collaboration with SSPs (Solution Sales Specialists) and SAM (Software Asset Management Manager).
• Define, drive and execute on negotiation strategies and tactics, in collaboration with the Microsoft Account Managers, Microsoft field managers, and Microsoft Licensing Specialists.
• Develop accurate, relevant and complete financial analyses for customers, TCO Analysis for Microsoft software purchase and Cost Savings through acquisition and deployment of Microsoft cloud technology.
• Proactively offer strategic licensing consulting to both internal and external stakeholders that drives more effective business and opportunity management.
• Internal contributions by sharing best practices and insights on how best to close Licensing Annuity Business.
• Industry Expertise: Be an expert in industry trends including competitive and market dynamics, product, licensing and technology trends.

Qualifications

• Must have Microsoft State and Local, Education, or Federal Microsoft Licensing experience, skilled with managing multiple types of contracts (EA, SCE, MPSA, Select +, Open Licensing, etc.)
• Proven track record of meeting and exceeding quotas
• Minimum of 3 years of experience employed by a Value Added Reseller or Systems Integrator in the SLED or Federal Vertical
• Successful experience developing strong customer and vendor relationships
• Ability to execute, focused on results, strong teamwork skills, self-motivated and pro-active
• Ability to complete marketing planning and execution
• Will be required to pass and maintain Microsoft sales certifications
• Strong analytical skills are required; must be proficient with Microsoft applications, detailed orientated; and possess the ability to work independently with structure

Why work for PCM?

We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.

PCM Offers:

We offer an environment for career-driven individuals seeking to make a solid contribution to our company objectives and their own career enhancement. If you want to work in a challenging, performance-based environment and be rewarded for your efforts, then PCM is the place to build your career.

PCM offers a competitive base salary, bonus, 401K with a company match and medical/dental benefits as well as an Employee Purchase Plan, company sponsored discount programs and paid time off.

We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.