Microsoft Licensing Specialist

This Role

The Microsoft Licensing Specialist (Mid‑Level) is responsible for ensuring commercial accuracy, licensing optimization, and scalable revenue growth across the Microsoft CSP portfolio. This role extends beyond transactional licensing support by actively leveraging Microsoft funding programs, workshops, and Core View licensing assessments to accelerate pipeline, modernize customers, and reduce commercial and compliance risk.

• Microsoft Licensing Advisory & CSP Management
• Advise Sales and customers on Microsoft licensing across:
  • Microsoft 365 (Business, E3/E5)
  • Security & Compliance add‑ons
  • Teams, Calling, and Voice
  • Copilot and AI‑related SKUs
• Provide guidance on NCE commitments, term alignment, seat management, and renewals
• Support new business, expansions, renewals, and mid‑term adjustments
• Act as an escalation point for complex licensing scenarios (multi‑tenant, M&A, carve‑outs, mixed contracts)
• Licensing Governance & Commercial Accuracy
  • Ensure compliance with Microsoft CSP, NCE, and partner policies
  • Validate deal structures to protect:
    • Margin
    • Contract duration alignment
    • Billing and invoicing accuracy
  • Reduce licensing errors, remediation effort, and revenue leakage
  • Maintain documentation standards to support audit readiness
• Core View Licensing & Tenant Assessments
  • Run and interpret Core View licensing and tenant assessments to:
    • Identify over‑licensing and under‑licensing risks
    • Surface security, identity, and configuration gaps
    • Support compliance and optimization discussions
  • Translate Core View insights into:
    • Licensing optimization recommendations
    • Sales opportunities
    • Funded workshop or assessment entry points
  • Position Core View assessments as part of standard renewal and lifecycle motions
  • Partner with Sales, Presales, and Professional Services to ensure assessment findings clearly map to:
    • License changes
    • Projects
    • Managed services opportunities
• Microsoft Funding Programs & Workshops (Microsoft‑Facing Responsibility)
  • Identify customer eligibility for Microsoft funding programs, including:
    • Modern Work, Security, Copilot, and AI readiness workshops
    • Migration, assessment, and adoption incentives
  • Align licensing configurations and customer intent to funding eligibility requirements
  • Position funded workshops as low‑risk entry points that support broader modernization and AI motions
• Microsoft & Distributor Collaboration
  • Act as an operational liaison with Microsoft and authorized distributors on funding programs
  • Maintain working relationships with:
    • Microsoft Partner Development Managers (PDMs)
    • SMB / SMC Microsoft sales teams
    • Distributor funding and channel teams
  • Engage Microsoft early in opportunity cycles to:
    • Validate funding eligibility
    • Align workshop scope to Microsoft priorities
    • Confirm SKU and licensing prerequisites
  • Participate in Microsoft enablement sessions, partner updates, and program briefings
  • Interpret and operationalize Microsoft guidance for internal teams
• Program Governance & Compliance
  • Ensure funded engagements are:
    • Correctly scoped
    • Program‑compliant
    • Aligned to delivery capacity and margin expectations
  • Support proof‑of‑execution readiness through proper documentation and licensing alignment
  • Coordinate with Microsoft and distributors to resolve:
    • Eligibility questions
    • Scope constraints
    • Program clarifications or conflicts
  • Sales Enablement & Pipeline Acceleration
    • Serve as a trusted commercial advisor to Sales teams
    • Coach Sales on:
      • Licensing trade‑offs and package design
      • Funding‑backed deal strategies
      • Workshop‑first vs license‑first motions
    • Use Core View assessments and funding programs to:
      • Remove buyer friction
      • Create urgency
      • Pull deals forward
    • Support workshop → project → managed services conversion motions
  • Renewal & Lifecycle Management
    • Support proactive renewal motions by identifying:
      • Licensing optimization opportunities
      • Funding‑backed modernization conversations
      • Security, Copilot, and AI uplift opportunities
    • Enable value‑led renewal discussions rather than reactive renewals
    • Contribute to churn reduction and renewal growth strategies
  • Cross‑Functional Collaboration
    • Partner closely with:
      • Presales (solution and assessment alignment)
      • Professional Services (delivery readiness and attach)
    • Ensure alignment between commercial promises, funded…