Licensing Sales Specialist
Position Overview
We are seeking a dynamic and results-driven Licensing Sales Specialist to join our sales team. In this role, you will be responsible for driving the adoption and sales of Google cloud-based collaboration, productivity, and security tools. You will leverage our Premier Partner status with Google to build strong relationships with educational institutions, including K-12 schools, colleges, universities, and other educational organizations. As a Sales Specialist, you will also be responsible for overseeing the Microsoft licensing process for these institutions.. In this role, you will work individually, with the Sales team, and partner ecosystem to focus on the existing accounts and prospects, qualify, and develop Google Workspace opportunities. You will work to build a pipeline and work with multiple stakeholders to build out customer solutions and drive agreements.
The role will report directly to the Vice President of Sales.
Essential Functions and Expectations
Sales Strategy and Execution
- Develop and execute sales strategies to target educational institutions and increase the adoption of Google Workspace products.
- Identify new business opportunities and generate sales leads through prospecting, networking, and strategic outreach.
- Create a territory strategy to generate and develop growth opportunities for Google Workspace to maximize results in the territory and develop opportunities with educational institutions
Consultative Selling
- Act as a trusted advisor to educational organizations, understanding their needs and recommending tailored Google Workspace solutions that align with their goals.
- Provide product demonstrations, present use cases, and articulate the value proposition of Google Workspace for Education.
- Deliver against assigned business and pipeline goals while prioritizing an outstanding customer experience to customers and prospects.
License Sales and Renewals
- Drive the sales of Google Workspace licenses, ensuring that customers understand the benefits and features of various licensing options.
- Collaborate with Google’s education team to ensure seamless integration and customer success.
- Work with Google accounts and cross-functional teams (e.g., Engineering, Professional Development, Marketing, Client Engagement) to develop go-to-market strategies, drive pipeline and business growth, understand the customer and provide excellent prospect and customer experience.
Partnership Management
- Foster strong relationships with key stakeholders within educational institutions, including IT administrators, educators, and decision-makers.
- Explore and understand customer requirements on both an educational and technical level.
- Partner with Google sell partner liaison to ensure we meet objectives, maximize opportunities, and participate in sell initiatives.
Market Research and Competitive Analysis
- Track and report on sales performance, including pipeline, forecasts, and closed deals.
- Maintain accurate records in CRM and contribute to regular sales team meetings.
Microsoft Licensing Process Management
- Oversee the licensing process for Microsoft 365 Education and related products, ensuring that clients understand the various Microsoft license options and their benefits.
- Act as the primary liaison between customers and Microsoft’s licensing team, helping customers navigate renewal cycles, license allocation, and deployment.
- Assist with the setup and management of Microsoft licenses for educational institutions.
- Track and report on Microsoft license usage and work with clients to optimize their license consumption based on evolving needs.
Minimum Qualifications
- Bachelor's degree or equivalent practical experience.
- Extensive experience in a quota-carrying and Software-as-a-Service (SaaS) sales role.
- Experience engaging with, presenting to, and building relationships with executive leaders.
Preferred Qualifications
- Experience carrying and exceeding strategic business goals in a sales role.
- Experience starting a territory from scratch, and breaking into new accounts.
- Understanding of and a passion for the entire suite of Google Cloud products.
- Ability to balance competing priorities and manage several time-sensitive projects with minimal direction in a fluid environment.
- Ability to build influential relationships and deliver results in a cross-functional/matrixed environment.
- Ability to work on their own, but within a team environment.
- Ability to effectively influence and communicate cross-functionally at C-level within prospect companies
