Microsoft Licensing Specialist

Focus of the role

This is a commercially driven, customer-facing role focused on maximising the value of Microsoft licensing across BCN’s customer base. As a Microsoft Licensing Specialist, you will act as a subject matter expert in Microsoft 365 and New Commerce Experience (NCE), combining licensing expertise with a consultative approach to drive optimisation, upsell, and cross-sell opportunities. You will work closely with Sales, Pre-Sales, Marketing, and Microsoft to identify opportunities, support co-sell engagement, and translate licensing conversations into broader digital transformation outcomes.

Responsibilities

• Microsoft Licensing Advisory
  • Act as a subject matter expert across Microsoft 365 and NCE licensing
  • Provide strategic guidance to customers on licensing optimisation, cost management, and aligning solutions to business outcomes
  • Support customers transitioning to and operating within NCE frameworks
  • Maintain awareness of Microsoft pricing, licensing changes, and new product releases
• Revenue Growth & Opportunity Creation
  • Identify and drive upsell and cross-sell opportunities (e.g. Business Premium, E5 Security)
  • Use licensing insight to uncover opportunities across Modern Work, Security, Azure, and Data & AI
  • Collaborate with Sales and Pre-Sales teams to convert opportunities into revenue
  • Translate licensing engagements into wider professional services opportunities
• Customer Engagement & Planning
  • Support strategic customer engagement, including QBRs and account planning
  • Align licensing strategies to customer transformation roadmaps
  • Act as a trusted advisor to both technical and commercial stakeholders
• Campaigns & Growth Initiatives
  • Support targeted campaigns such as Business Premium and E5 upsell
  • Work with Marketing and Sales to prioritise accounts and drive engagement
  • Contribute to value-led messaging and customer propositions
• Microsoft Alignment & Co-Sell
  • Support co-sell opportunities with Microsoft, including qualification and positioning
  • Contribute to joint account planning and engagement strategies
  • Track and report opportunities, ensuring strong alignment with Microsoft programmes and priorities
• Internal Enablement
  • Act as the internal licensing SME for Sales and Account Management teams
  • Deliver enablement sessions and support playbook development
  • Continuously build and maintain Microsoft certifications and knowledge

Person, Skills & Experience

• Essential
  • Strong experience in Microsoft licensing within a CSP, MSP or reseller environment
  • Deep understanding of Microsoft 365 and NCE licensing models
  • Proven ability to identify and drive up