License Advisor

Licensing Advisor

Company Overview : When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there's really only one : Zones - First Choice for IT.TM Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed / Professional / Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done.

Position Overview : Licensing Advisors (LAs) are subject matter experts on software and subscription licensing, products and programs for Microsoft, AWS, Adobe, and Google, among other SAM Focus Publishers. LAs pursue new clients and offer support to sales teams and clients on net new opportunities and existing customers for Mid-Market and Enterprise accounts to drive gross margin growth. LAs manage SAM Focus publishers' relationships and agreements through constant communication with customers, sales teams, and partners to optimize contracts and drive assessments, renewals, upsell and new agreements.

What You'll Do as the Licensing Advisor :

The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions :

• Uncover and land new opportunities and clients : Data mine current Zones database, cold call and collaborate with publishers and sales to land new opportunities, clients and expand Zones' footprint within existing customers.
• Focused publisher agreement lifecycle : Help IT departments and licensees with their product needs, understanding terms, billing, meeting annual compliance requirements, and staying up to date with publisher announcements and changes.
• Online services and cloud optimization : Proactive quarterly touch points to optimize licensing contracts and drive cloud assessments and other Zones' value add.
• Cosell with AMs : Pre-sales support for any cloud and software opportunity for MM and Enterprise AMs and Field Sellers to drive and close new sales.
• Being a Subject Matter Expert : Staying up to date with industry news, licensing rules, product terms and obtaining relevant certifications from partners such as Microsoft, AWS or Google.
• Proactively work with sales team to identify opportunities for upsell, cross sell and services.
• Help sales team close software and cloud deals by identifying needs and making product recommendations.
• Evaluate customer licensing and subscriptions to provide customers with options to optimize their spending.
• Understand software / cloud lifecycles and help customers move through the Land, Adopt, Expand, Renew (LAER) process of their subscriptions.
• Communicate with clients and stakeholders to schedule business reviews, status calls, etc.
• Support standardized reviews with clients to ensure all licensing requirements are met and we stay in tune with customer's roadmaps.
• Timely and effective communication with licensees on relevant business needs, on-and offboarding, and product reports.
• Maintain ticketing system case documentation related to activities and projects.
• Deliver and proactively manage client install base to maintain customer satisfaction.
• Manage relationships with vendors, negotiate, maintain contracts on behalf of the customer.