MEA HQ Commercial Licensing Lead
Microsoft
Total years of experience :16 years, 10 Months
Change Management (50% of time)
• Lead the local Commercial Licensing transformation across all licensing go to markets in your geography.
• Align with Partner counterparts on landing licensing transformation and ensure managed partners are ready to transact new licensing models with up to 35-50% of time at partner location.
• Engage with subsidiary leadership 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.
• Orchestrate licensing training across the different teams. (Web casts, roadshows, & Sales workshops) including on-boarding and “stay current” training for field and partners.
• Provide Licensing on-boarding and “stay current” training for field and partners.
• Support partner sales and licensing teams via on sight “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)
• Localize Commercial Licensing messaging and content - Field, Partner & Customer.
• Integrate licensing into existing campaigns.
• 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.
• Develop local customer evidence partnering with field and partners.
• AR/PR: Coordinate on licensing topics
• Manage local MS.com licensing website
• Work across local marketing stakeholders to drive local demand gen execution and help land GEP content aligned to local business requirements.
• Enable customer success and create Microsoft fans and brand advocates by understanding customers’ priorities and global strategies to build and manage the overall marketing calendar aligned to their GEP portfolio.
• Ensure all relevant marketing executions are properly set up in systems and tools for tracking and reporting. Work closely with the Marketing Service Desk (MSD) and Marketing Service Centers (MSC) for marketing execution support. Ensure 100% of local marketing activities are aligned to modern marketing platforms and processes.\
• Understand overall program and content strategy, coordinate content reviews and approvals with local stakeholders to maximize local relevancy. Oversee local content production when necessary to augment the global content. Provide local feedback and insights on GEP landing to corporate marketing stakeholder
Marketing Planning
• Be the voice of the customer in understanding the value proposition and buyer’s needs.
• Understand the business goals of each of the Cloud and Enterprise campaign and drive prioritization of available campaigns.
• Determine specific goals and KPIs to support each campaign
• Develop campaign plan including modeling the number of new known leads, Marketing Automation Qualified Leads, to achieve business results.
Program/Campaign Execution
• Orchestrate execution of campaign driving direct customer acquisition and revenue; connect all field marketing execution (including events) into the Global Demand Center (GDC), partnering with Central Marketing Organization team.
• Ensure handoffs between marketing, Inside Sales team, field sales, and partners is working effectively to drive timely lead flow.
• Partner with Corporate and Inside Sales to develop and monitor tele capacity, lead disposition, key conversion KPIs, lead quality and be part of local sales feedback loops on lead quality.
• Track and report marketing performance/KPIs.
Business Management
• Be an expert on the Cloud and Enterprise Demand Center dashboard and KPIs.
• Understand funnel conversion rates, identify areas of strengths and weaknesses, and resolve issues. Initiate optimizations.
• Understand marketing tactics that are working well and shift mix to maximize business results.
Business Management • Influence business priorities and forecasts.
• Propose and monitor investments for a subset of a product group or segment.
• Escalate issues and propose corrective actions for a subset of a product group or segment.
• Track the efficacy of marketing programs for multiple products or channels, identifying areas for adjustment to increase return on investment.
Business Planning • Derive trends from existing data sources to create a SKU plan or assortment for larger products.
• Identify key assumptions for a business model or channel strategy inputs, and understand key sensibilities in the financial model.
• Identify key inputs for long- range plans, communicate actionable recommendations, and collaborate with stakeholders to resolve issues.
Product and Opportunity Definition • Create and develop a market opportunity analysis for a product and/or geography, for multiple products or a major product.
• Create and evolve segmentation and targeting for a product or channel, or for multiple products or a major product.
• Influence product direction.
• Create and evolve a value proposition and positioning for a major product or multiple products.
Go-to-Market • Create integrated marketing plans for a product or channel, within a business group or national market.
• Contribute as a subject matter expert in messaging, customer/partner advocacy, promotion, channel implementation, and field readiness in order to define strategy and execution excellence on a significant portion of an integrated marketing plan.
• Researching markets to identify opportunities for events;
• Liaising with clients to ascertain their precise event requirements;
• Producing detailed proposals for events (e.g. timelines, venues, suppliers, legal obligations, staffing and budgets)
• Agreeing to and managing a budget;
• Securing and booking a suitable venue or location;
• Ensuring insurance, legal, health and safety obligations are adhered to
• Coordinating venue management, caterers, stand designers, contractors and equipment hire
• Organizing facilities for car parking, traffic control, security, first aid, hospitality and the media
• Identifying and securing speakers or special guests
• Planning room layouts and the entertainment programme, scheduling workshops and demonstrations
• Coordinating staffing requirements and staff briefings
• Selling sponsorship/stand/exhibition space to potential exhibitors/partners
• Preparing delegate packs and papers
• Liaising with marketing and PR colleagues to promote the event;
• Liaising with clients and designers to create a brand for the event and organizing the production of tickets, posters, catalogues and sales brochures
• Coordinating suppliers, handling client queries and troubleshooting on the day of the event to ensure that all runs smoothly
• Overseeing the dismantling and removal of the event and clearing the venue efficiently
• Post-event evaluation (including data entry and analysis and producing reports for event stakeholders)
GPA - 3.1 •Scope of work: Mass Communication Research, Mass Media Writing and Editing, Arab Media Ethics, Arab Media History, Electronic Newsgathering, TV News Studio Workshop, News Broadcasting Voice and Speech Workshop, Camera and Editing Workshop, Radio Journalism Production, Introduction to Psychology, Sociology, Macro and Micro Economics, Political Science and International Relations, Development Programs and Third World Development.
Scored: 92%
URL removed due to policy violation. Please contact support for further information.