• Other

• Other

• 2008/07/16 00:00

• Closed

• 마케팅,무역,유통-무역,해외영업

• Micorsoft

JOB TITLE : LICENSING ANALYST- ASIA
DEPARTMENT : LICENSING SOLUTIONS & EXECUTION
JOB LOCATION : APPROVED MS APAC OFFICE - SINGAPORE PREFERABLE
REPORTING TO : WWLP OPERATIONS

ROLE PURPOSE :
Role supports Licensing Executives across Asia. 
Analyst will mine data to establish baseline facts and estimations for individual customer footprints, growth trends, initiation of deal conversations, scenarios, terms related to deal.  Per the directives and needs of the LE, analyst will provide fast ad-hoc analyses related to individual named customers and drive longer ongoing projects on more broad strategic and economic questions in support of the overall program strategy.  Daily tasks will involve significant time on deep quantitative data analyses and summary, deep use of pivot tables-- digestion of large amounts of data into tight, crisp, actionable summaries; some tight timeline ad-hoc work combined with longer, more challenging speculative investigations; occasional meetings and presentations to the end-customer in preparation for additional negotiations driving to deal closure.  Analyst will be driving daily toward subject mastery on the relationships between the EA and Site License philosophically, economically, strategically, and most importantly tactically, handling detailed background questions without needing escalation to LE.

This position requires a highly intelligent and creative thinker who is unafraid to challenge orthodoxy, and who can back up their proposals with strong argument and sound analysis under minimal oversight; a self-starter who excels at framing problems and is comfortable making decisions in conditions of ambiguity.

Individual should want to drive deals to closure with interest in tactical operational execution under tight timelines.

This position involves a significant amount of exposure to end customers and senior Microsoft decision-makers.

Responsibilities:
  Provides expert knowledge of Microsoft volume licensing programs and negotiation strategies to regions EPG Managers, field sales force, and Licensing Specialists to increase volume-licensing and annuity sales.
  Directly participates in negotiating complex final terms and conditions necessary to independently close assigned agreements. 
  Makes key decisions on agreements with input from the management team. 
  Frequently participates in face-to-face negotiation with key accounts.  Also participates in negotiation with customers via phone and video teleconferences.
  Responsible for creating, communicating leveraging best practices of worldwide Business Desk worldwide organization. 
  Develop practices and solutions that will maximize local subsidiary EPG revenue  and share such practices with other members of the worldwide business desk. 
  Collaboration with other members of worldwide business desk and sharing of local market conditions and practices.
  Proactively provides key licensing program information to sales account teams, Licensing Specialists, and/or directly to customers to avoid concessions that would result in an increase in Microsoft’s liability or decrease in profitability on specific agreements. 
  Determines when concessions are deemed necessary to secure additional business. 
  Analyzes market impact of potential contract concessions. 
  Directly discusses risk and liability issues with Microsoft Legal. 
  Conducts complex financial analyses to determine revenue impact of potential contract modifications. 
  Assesses impact of any contract modifications on Microsoft Operations Center in Asia (APOC).
  Develops and implements strategies to secure additional annuity commitment from the customer in return for any concessions (e.g., cash expenditures up-front, longer term agreement, higher volumes, etc.). 
  Drives the creation of amendments, identifying and resolving agreement issues, negotiating changes, recommending compromises, and coordinating the execution and distribution of agreements. 
  Ensures that sales and negotiation strategies adhere to the Enterprise/Select Agreement sales models, solid licensing practices, and legal standards to guarantee profitable short and long-term Microsoft business. 
  Consistently applies significantly complex licensing principles to reach successful sales solutions. 
  Proactively identifies and recommends solutions for improving the agreement development, negotiation, and sales processes. 
  Alerts management of potential problems due to agreement amendments, re-negotiations, EA renewals, or program changes in significantly complex negotiations.

Ideal Strategic Interests and experience:
  Contributions to the imagination and development of break-through ideas
  Long-term edition strategy and pricing, market penetration, competitive response, white spaces
  Financial and economic modeling; pricing concepts and theories
  Understanding of growth levers: create an on-going system for assessing business performance; developing insights and creating views around key performance indicators, building a business scorecard
  Driving virtual teams of internal and external business relationships
  Ability to handle ad hoc requests, ranging from small analyses to full-blown projects.
  Demonstrated planning expertise given complex environments
  Ability to re-prioritize as necessary in order to align with current business objectives

Contacts:
This position will have frequent contact with all levels of Microsoft employees including individuals from the following groups:  EPG Director, Channel Marketing, Finance and Operations, Legal, Field Sales force and Sales Management, Product Marketing, Resellers, and Customers.  Position also has significant direct customer contact.

Qualifications Recommended:
Evidence of effective communications with senior management; deep knowledge of Volume Licensing: pricing logic, EA construction: CPS creation, operational constraints in deal execution; legal agreements: terms and conditions, standard rhetoric-(ability to help “wordsmith” customizations); Familiarity with UAF; Familiarity with Internal Microsoft Tools:  MS-Sales, Explore.ms (Pricing), Microsoft Excel Pivot Tables and PowerPoint

The ideal candidate will have a Bachelors Degree in Business Administration, or equivalent degree, with a minimum 7 years of business experience with at least 5 years of directly applicable experience in sales and marketing, operations management, finance, channel, and/or contract negotiation/management or an equivalent combination of education and experience.  Candidate must possess excellent demonstrated decision-making, problem solving and negotiating skills.  Experience in face-to-face negotiations of licensing contracts on behalf of Global, Major, Strategic, and Corporate Account customers is a requirement.  International business experience and English language skills are required.  Excellent interpersonal, verbal and written communication, analytical and presentation skills are also required. Must be willing to travel. 

MBA degree with MBA coursework in Marketing, Finance, Operations; other possible backgrounds: Hard Science, Economics, Mathematics, Statistics, Behavioral Finance; other evidence of non-traditional but highly intelligent professional or personal experience