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Software Asset Management   (SAM) Engagement Manager
Software Asset Management (SAM) is a business discipline that encompasses the people, infrastructure and processes necessary for the effective management, control and protection of the software assets within an organization, through all stages of its lifecycle. SAM is a critical function of any enterprise organization, however, it is one that is often overlooked.   For customers preparing to move to the cloud, SAM can help them understand what software they have deployed, who is using it and how, and what their underlying license entitlements are to support cloud deployments. Strong internal SAM processes help customers better understand their environment and plan for their future. The SAM EM role has a long-term approach to helping customers implement SAM to optimize the return on their IT investments, while identifying and addressing mislicensing and driving compliance in the short term. The role requires the intellectual horsepower to solve complex issues with cross-organization stakeholders, the ability to deliver difficult messages with empathy, the discipline to manage complex projects to completion, and the deep licensing and solution selling skills to get customers to commit to SAM as a key IT priority.
The SAM EM is a revenue-driving role, focused on customer satisfaction and responsible for all aspects of the SAM engagement approach. SAM engagements are license reviews conducted by Microsoft-certified SAM Partners, with the goals of (1) identifying and correcting mislicensing, and (2) driving license optimization with preference for Cloud solutions, while (3) ensuring sustained compliance by helping customers improve their SAM practices, and promoting SAM as an industry-recognized best practice. In this context, key responsibilities include:
Working with account teams and segment leadership to drive SAM strategy and execution with a balanced approach that delivers value to customers beyond just compliance.
Analyzing and selecting accounts, and managing the opportunity pipeline across the sales stages of the Microsoft Selling Process (MSP).
Articulating the benefits of SAM to gain buy-in directly with customers at CXO and IT leadership levels, then selecting the right SAM Partners to work with the customers through the engagement.
As part of the account team, ensuring visibility of the unique customer insights that are uncovered during SAM reviews, supporting a One Microsoft approach to selling.
At all times the SAM EM needs to be mindful of customer satisfaction, both in overall approach and in resolution of any mislicensing. In partnership with the SAM & Compliance Lead and SAM Partner Sales Executive (SAM PSE), the SAM EM helps drive SAM partner recruitment and onboarding to build the partner capacity to support the segment’s business needs.
SAM EMs are responsible for managing their budget for SAM engagements, both local marketing funds and partner incentive allocations. The goal is to ensure partners are providing customers with the breadth of SAM offerings (Baseline and SAM value-focused engagements) to help fix mislicensing today, prevent mislicensing in the future, and increase the value of existing licensing agreements. Roughly 80% of the time is focused on driving SAM execution with customers, with remaining time spent on identifying and qualifying leads, partner readiness, data analysis and reporting, and internal evangelism with account teams.
Profile & Skills Desired:
• Candidates must have more than 3-5 years of practical experience in sales, marketing, communications, and channel and/or business development, with strong familiarity with the Microsoft Selling Process (MSP).
• 2-3 years project management experience strongly preferred, or comparable cross-group responsibilities (e.g. Project Manager for significant projects with cross-group impact and membership).
• Ideally Bachelor’s Degree essential and MBA advantageous
• Fluency in German and English is essential, French would be of advantage
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Microsoft is an equal opportunity employer and supports workforce diversity. All applications for vacant positions will be welcomed and will be considered on the relative merits of the applicant against the role profile for the position regardless of color, race, nationality, ethnic origin, sex, gender, sexual orientation, marital status, disability, parental responsibilities, age, religion, or belief.