Licensing Sales Specialist – VMware Broadcom
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Job Description
Licensing Sales Specialist managing VMware/Broadcom licensing and renewals for Logicalis technology services. Driving quotes, retention, forecasting, and expansion opportunities.
Responsibilities:
- Exceed quarterly and annual sales targets
- Generate renewal quotes in a timely manner, including validation, auditing, and management of maintenance and subscription renewals
- Collaborate with Customer Success, Support, and Account Executives to maximize customer value, retention, and renewal rates
- Build and develop client relationships through personalized contact, understanding client needs, identifying expanded opportunities and use cases, and communicating product and service value
- Maintain and update customer records covering customer and partner contacts and opportunities
- Lead renewal sales cycles from proposal through contract execution in coordination with field sales
- Identify upselling and cross-selling opportunities, including co-termination and multi-year renewals
- Identify at-risk renewal clients early and construct action plans to secure successful, timely renewals
- Work several quarters ahead of renewal dates to ensure customer renewal readiness and identify remedial actions and growth potential
- Proactively identify renewal-impacting issues and engage resources to resolve them
- Support the manager with special projects
- Maintain and update opportunities and forecasting rollups for leadership
- Maintain expertise through education updates as needed
- Keep management informed of customer issues or concerns
- Promote and demonstrate commitment to Logicalis’s mission and values
- Maintain knowledge of applicable laws, regulations, policies, and procedures
- Support and conduct oneself consistently with customer service expectations
- No supervisory responsibilities
Requirements:
- Associate’s Degree in a related field
- Equivalent combination accepted
- Minimum of 2 years of direct experience supporting VMware and/or Broadcom software licensing, subscription renewals, support renewals, entitlement validation, and contract administration
- Expert working knowledge of service business including co-termination, service terms, terms and conditions, etc.
- Working knowledge of VMware/Broadcom licensing programs, subscription models, support offerings, contract structures, entitlement data, and renewal requirements
- Experience maintaining accurate licensing and renewal records, identifying data discrepancies, and supporting renewal pipeline and forecasting activities
- Strong analytical skills with proficiency in Microsoft Excel and experience using CRM systems, vendor licensing portals, and renewal reporting tools
- Experience working with both internal and external customers in a multi-tier channel environment
- Understanding of legal terms in SaaS contracts, with contract experience in Enterprise Software or Technology Service agreements
- Proficient use of all Microsoft Office applications and CRM systems
- Vendor specific certifications
- Committed, detail oriented, effective communicator, self-starter with strong problem solving and interpersonal skills
- Ability to organize, drive and deliver on initiatives
- Ability to work with and effectively communicate with senior level management
- Ability to clearly and accurately convey complex service concepts to internal and client facing teams at all management levels
- Solid written and verbal communication skills
- Ability to work in a fast-paced environment while juggling multiple priorities
- Ability to process business accurately yet efficiently under time-sensitive situations
- Logical and analytical thinker
- Competitive spirit
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