Senior Cloud Solutions Specialist

Job Description

Job Description:\n\nDescription:\nWhy clients love us:\nWe are laser focused on delivering quality and excellence to our clients for their technology modernization needs, business and technology strategy, and cloud transformation initiatives. We are a nationally recognized Microsoft Partner of the Year and the largest, leading IT service provider headquartered in San Diego. As a Top 1% Microsoft Cloud Solution Provider, with engineers that individually hold over 38 Microsoft certifications, our clients trust us because we are the experts! \n\nThe Value You'll Bring:\nThe Senior Cloud Solutions Specialist is a Microsoft cloud licensing expert and a key driver of cloud revenue growth within the Cloud + Procurement team. In this role, you will own the full customer lifecycle for Microsoft 365 and Azure, from presales consulting and solution development through onboarding, renewals, and ongoing account success. You will engage customers and prospects directly at every stage: leading and supporting presales conversations, building renewal strategies backed by data and customer insight, and ensuring new CSP customers experience a seamless transition to Managed Solution. Internally, you serve as the team's escalation authority on cloud licensing processes and technical questions, set the quality standard for CSP quoting and team work product, and help develop the licensing expertise of your colleagues in coordination with the Director of Cloud & Procurement Services. Essential responsibilities include:\n\nPresales Consulting & Revenue Growth\n\n Drive strategic Microsoft cloud licensing revenue — including Microsoft 365 and Azure — by acting as a subject matter expert and trusted consultant to customers, prospects, partners, and internal sales team members.\n Lead, co-lead, or support presales conversations depending on deal complexity and sales team needs — ranging from independent customer-facing calls to joining as the licensing expert alongside an account executive.\n Conduct discovery conversations to understand customer environments, licensing needs, and growth objectives, translating findings into tailored Microsoft cloud licensing recommendations.\n Develop and present compelling solution proposals, including licensing configurations, cost comparisons, and migration or optimization roadmaps.\n Work with vendors to secure discounts, promotions, and special pricing to maximize competitiveness and margin on proposals.\n Consistently achieve revenue goals for the Cloud + Procurement team by generating demand, responding effectively to customer inquiries, and advancing opportunities through the sales cycle.\n Act as a subject matter expert for internal teams on presales calls and in response to technical licensing questions.\n\nCustomer Onboarding\n\n Own the end-to-end onboarding experience for new CSP customers, ensuring a seamless and professional transition to Managed Solution as their Microsoft partner.\n Coordinate all onboarding activities including welcome communications, licensing transitions, subscription reassignments, and cancellation of prior partner subscriptions in collaboration with Microsoft and prior partners as needed.\n Develop and maintain onboarding documentation, welcome materials, and process guides to ensure a consistent and high-quality customer experience.\n Set clear expectations with customers regarding timelines, next steps, and points of contact throughout the onboarding process.\n Identify and proactively resolve issues that arise during onboarding, escalating to the Director of Cloud & Procurement Services when appropriate.\n\nRenewals Management\n\n Own the Microsoft 365 and Azure renewal lifecycle for assigned customers, from initial outreach through signed renewal — including all pre-work, reporting, contract preparation, and customer communication.\n Develop customer-facing renewal presentations and documentation that clearly communicate licensing value, usage insights, optimization opportunities, and recommended next steps.\n Proactively engage customers ahead of renewal dates to assess satisfaction, identify growth opportunities, and mitigate churn risk.\n Analyze customer usage and licensing utilization data to develop tailored renewal and optimization recommendations.\n Collaborate with the sales team to align renewal strategy with broader account plans and expansion opportunities.\n Maintain accurate renewal pipeline data and provide regular status updates to the Director of Cloud & Procurement Services.\n\nQuoting & Contract Management: CSP & Microsoft Licensing\n\n Build and review customer quotes in accordance with customer and prospect requirements, using Excel and PandaDoc, and send completed quotes to the appropriate party.\n Update quoting price lists monthly to maintain current vendor data.\n Review and approve team-generated CSP and Microsoft licensing quotes and contracts (including those generated by the Channel team) for accuracy, completeness, and alignment with customer requirements as well as current vendor pricing/policies and department best practices.\n\nMicrosoft Partner Center Management\n\n Support the entry and management of Microsoft Co-sell opportunities in Partner Center, including data entry, opportunity qualification, and updating won/lost status.\n Works with team to ensure client projects are registered in Partner Center via Claiming Partner of Record (CPOR) so Managed Solution receives recognition for project work and maintains incentive eligibility.\n Help monitor and maintain data accuracy across all Partner Center entries, ensuring compliance with Microsoft incentive eligibility requirements.\n Maintain current knowledge of Microsoft changes affecting our business, including CSP program rules, NCE pricing and terms, partner incentives and designations, and product and roadmap updates across M365, Azure, Entra ID, Intune, and Power Platform. Proactively communicate relevant updates and their impact to the team.\n\nEscalation Ownership & Team Support\n\n Serve as the primary escalation resource for cloud licensing questions, technical issues, and process questions, providing clear, authoritative guidance to resolve issues efficiently.\n Handle escalated customer support cases related to Microsoft 365 and Azure licensing, including provisioning issues, subscription transfers, Partner Center operational problems, and licensing compliance questions. \n Review team work product, such as CSP quotes, for accuracy and completeness, provide constructive feedback and identify training opportunities.\n Develop and maintain internal guidance documentation, FAQs, and process resources to reduce recurring escalations and build team knowledge.\n Assist the Director in onboarding new team members and mentoring/coaching junior teammates, including training on systems, workflows, department procedures, and licensing fundamentals as well as providing guidance on complex Microsoft/CSP licensing scenarios, providing constructive feedback on work product, and supporting professional development.\n\nKnowledge Management & Compliance\n\n Maintain advanced, current knowledge of Microsoft licensing types, terms, and conditions, including CSP program updates, incentive requirements, and NCE program mechanics, staying ahead of changes as Microsoft's programs and licensing landscape evolve.\n Serve as the team's internal CSP licensing subject matter expert, answering questions and providing guidance to peers and cross-functional partners.\n Maintain compliance with all Company policies and procedures and maintain strict client and Company confidentiality.\n Monitor and communicate relevant vendor policy updates to team members and stakeholders.\n Support the team in maintaining eligibility for Microsoft CSP Direct Bill status and related incentive programs.\n\nCross-functional Support\n\n Partner closely with the Channel Partner Manager, Channel Sales Specialist, and broader sales team on presales engagements, ensuring seamless coordination between licensing expertise and partner-led sales motions.\n Collaborate with the sales team to align renewal strategy, expansion opportunities, and customer health with broader account plans and pipeline activity.\n Work with technical and finance teams to resolve escalated customer issues, support billing and provisioning accuracy, and improve end-to-end service delivery.\n Provide backup support for team members during absences or high-volume periods.\n Other related duties as assigned by a supervisor.\n\nRequirements:\nDesired Skill Sets & Experience:\n\n The ideal candidate is a confident, customer-facing Microsoft cloud licensing expert with a proven track record of driving revenue through consultative selling, delivering exceptional renewal and onboarding experiences, and serving as a go-to technical resource for colleagues and customers alike.\n Minimum 4+ years of hands-on experience with Microsoft Cloud Solution Provider (CSP) programs and Partner Center, including subscription management, CPOR claims, co-sell deal registration, incentive program compliance, and GDAP relationship administration.\n Demonstrated expertise with Microsoft New Commerce Experience (NCE), including subscription lifecycles, pricing models, term commitments, and legacy CSP to NCE transitions.\n Strong knowledge of Microsoft licensing programs including CSP, NCE, and Open Value, with working knowledge of Azure consumption billing and subscription management.\n Experience in a presales, solutions consulting, or customer-facing sales role, with demonstrated ability to lead technical conversations, present to customers, and convert opportunities.\n Excellent communication skills — written and verbal — with the ability to build rapport with customers, present complex licensing concepts clearly, and develop compelling customer-facing documentation and presentations.\n Proven technical troubleshooting skills, including resolving licensing provisioning issues, subscription transfers, and Partner Center operational problems.\n Adherence to tight service level agreements (SLAs), prioritization, and deadlines, including proactive communication around turnaround timelines.\n Proficiency with quoting and contract management systems (PandaDoc and ConnectWise preferred).\n Strong analytical skills with the ability to review customer usage data, identify patterns, and develop actionable optimization recommendations.\n Strong proficiency in Microsoft Excel and the full Microsoft 365 suite, including advanced Excel skills for reporting and data analysis.\n Extremely organized and detail-oriented, with demonstrated ability to manage high volumes of requests across multiple customers and workstreams simultaneously.\n Self-motivated problem-solver who takes initiative, works independently, and proactively supports team efficiency.\n\nEducation & Certification Requirements:\n\n Bachelor’s degree preferred, along with 4+ years of directly relevant experience. Equivalent combinations of education and highly relevant work experience will be considered.\n Active Microsoft Licensing Fundamentals Certification required; Microsoft 365 Fundamentals (MS-900) and/or Azure Fundamentals (AZ-900) strongly preferred. Candidates who do not hold required certifications at time of hire must obtain them within 90 days of employment. Additional certification requirements may be added for ongoing employment. All certifications must be maintained and kept current throughout employment.\n\nCore Working Hours/Availability: Core working hours will be Monday through Friday, 7am to 4pm, Pacific Time. Occasional availability may be required outside of these hours to meet the requirements of the role and attend meetings, virtual sales events, etc. Company operates in Pacific Time Zone, though some scheduling flexibility may be offered for employees in other regions. \n\nWork Location/Remote Status: This position is eligible for remote work, within a state where Managed Solution has payroll operations. Employees will work from a home office within an assigned state. Your presence at our company headquarters in San Diego, CA; our office in Pineville, LA; at meetings/conferences/off-site events; at client locations; or elsewhere, may be required on occasion.\n\nPhysical Requirements:\nAbility to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards. Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state and local standards. Must be able to talk, listen and speak clearly on telephone. The essential functions of this job require: the ability to frequently sit and stand for long periods of time; to manipulate objects with fine and gross motor skills; to communicate in written and spoken English; to hear; to utilize close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. Managed Solution is an equal opportunity employer and will consider qualified applicants who can perform the essential functions of the job, with or without reasonable accommodation.\n\nE-Verify Participation:\nFederal law requires all employers to verify the identity and employment eligibility of all persons hired to work in the United States. Managed Solution participates in the federal E-Verify program to validate the authenticity of work eligibility documents. As part of this program, Managed Solution will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. For more information, see & Benefits*\nBase Wage Range: $90,000.00 to $105,000 per year ($3,460 to $4,040 biweekly)\nManaged Solution considers a range of factors when determining an appropriate wage. Such factors include but are not limited to: years of related experience, industry knowledge, formal education, relevant certifications, and geographic location. Wages are paid as earned and in accordance with Company policies.\nIncentive Compensation Plan: This position is eligible for incentive bonus compensation in accordance with its respective plan and Company policy. Details available during the interview process.\n\nAdditional Perks:\n\n PTO – earn 80 hours lump sum year 1; 15 days accrued throughout year 2; and 20 days accrued throughout years 3+ \n 40 hours of Sick Time per calendar year\n 401k – Eligibility after 90 days; Managed Solution matches 50% of your first 6% in contributions, starting after 90 days \n Holidays – Managed Solution celebrates 7 paid holidays each year \n Plus, 1 Floating Holiday per Year… and 2 After 5 Years of Service! \n Medical, Dental, Vision – including two medical plans with a $0 cost for employee-only coverage tiers! \n Optional Flexible Spending Account for eligible Health Care or Dependent Care costs\n Telemedicine optio