Microsoft Licensing Specialist

TrustedTech; Irvine (CA); Hybrid; USD 120,000 - 150,000; Full time

Benefits offered by this job

Medical coverage

401(k) match

Paid vacation/sick/holidays

Parental leave

EAP

Voluntary benefits

Job summary

TrustedTech is seeking an experienced Microsoft Licensing Specialist to join our Account Services team in Irvine. You will act as the primary licensing and commercial expert, supporting Account Executives and Managers throughout the sales cycle, explaining licensing programs and transition paths to move deals forward.

The role is presales-focused and commercially oriented. You will partner with Pre-Sales Solutions Architects on deals requiring technical design while maintaining the licensing and

Qualifications

• Bachelor's degree in Business or IT.
• 3+ years in Microsoft licensing, presales, or CSP/reseller.
• Experience in a Microsoft partner environment (CSP, distributor, or reseller).
• Deep knowledge of EA, CSP, MCA licensing programs and transitions.
• Experience with license quoting, true-ups, renewal timing, and cost strategy.
• Understanding of Microsoft 365, Azure, Fabric at a business level.
• Comfort presenting licensing details on live calls.

Responsibilities

• Join sales calls as licensing expert to move deals forward.
• Explain licensing structures and program differences to customers.
• Guide EA to CSP/NCE transitions including costs and terms.
• Identify license consolidation opportunities to reduce cost.
• Track incentives and promotions for active deals.
• Build the business case for platform shifts and bundling.
• Advise on licensing versus third-party alternatives.
• Surface upsell opportunities within existing licensing footprint.
• Coordinate with AEs/AMs and hand off to architects when needed.
• Handoff licensing details to delivery/procurement after close.

Skills

Licensing

Presales

CSP/Reseller

Partner Center

Commercial acumen

Licensing programs

Presentation

Attention to detail

Deal management

Education

Bachelor's degree

Tools

Partner Center

Job description

TrustedTech is a leading Microsoft Cloud Solution Provider (CSP) specializing in Microsoft Cloud services, Microsoft perpetual licensing, and Microsoft Support Services for medium and enterprise-sized businesses. Our robust team of in-house, U.S-based Microsoft architects and engineers are certified in all 6/6 Microsoft Solutions Partner Designations in the Microsoft Cloud Partner Program.

Prioritizing a people-centric mission, TrustedTech has transformed the Microsoft software licensing experience, giving IT professionals complete confidence in the success of their Microsoft investment.

Overview:

We are seeking an experienced Microsoft Licensing Specialist to join our Account Services team. In this role, you will serve as the primary licensing and commercial subject-matter expert, supporting our Account Executives and Account Managers throughout the sales cycle. You will help clients understand the Microsoft licensing landscape (including differences between programs, the mechanics of transitioning between them, and the commercial case for adopting new Microsoft solutions), enabling our sales teams to move deals forward with confidence and accuracy.

This role is presales and commercially focused. You will partner closely with our Pre-Sales Solutions Architects (Professional Services) on deals that require deeper technical design, handing off architecture and implementation conversations to them while you remain the licensing and commercial thread throughout the deal.

Responsibilities:

• Join sales calls and client meetings as the primary licensing expert, helping AEs/AMs build credibility and move deals forward.
• Explain Microsoft licensing structures clearly to customers (EA, CSP (direct/indirect), MCA) and the differences between what each program includes.
• Walk customers through EA to CSP/NCE transitions, including cost implications, timing, true-ups, and contract terms.
• Identify and propose license consolidation opportunities across a customer's tenant(s) to reduce cost and complexity.
• Track and apply current Microsoft incentives, promotions, and transition offers to active deals.
• Build the commercial "why now" case for platform and product shifts (e.g., moving from Power BI to Fabric): cost trajectory, bundling advantages, and timing.
• Provide agnostic, cost-informed recommendations when a customer is weighing Microsoft's stack against third-party alternatives.
• Proactively surface upsell and consolidation opportunities within a customer's existing licensing footprint.
• Serve as the internal licensing resource and enablement point for AEs/AMs, closing existing knowledge gaps on the sales team.
• Recognize when a client conversation moves from licensing/business-fit into technical architecture territory, and hand off to the Pre-Sales Solutions Architect team accordingly.
• Support accurate handoff of licensing details to delivery/procurement once a deal closes.

Required Skills & Qualifications (must-haves):

• Bachelor's degree in Business, Information Technology, or related field (or equivalent professional
• experience).
• 3+ years of experience in Microsoft licensing, presales, or a CSP/reseller commercial role.
• Prior experience working within a Microsoft partner environment (CSP, distributor, or reseller) and direct exposure to Partner Center, licensing operations, and Microsoft's partner ecosystem are required.
• Deep, current knowledge of Microsoft licensing programs (EA, CSP, MCA), and how organizations
• transition between them.
• Experience with license quoting, true-ups, renewal timing, and cost/consolidation strategy.
• Strong understanding of the broader Microsoft ecosystem (Microsoft 365, Azure, Fabric, security) at a business/commercial level; deep technical architecture knowledge is not required.
• Comfort presenting commercial and licensing details directly to customers on live calls.
• Excellent communication skills with the ability to translate licensing complexity into a clear business narrative.
• Strong attention to detail; licensing errors are costly and difficult to unwind post-sale.
• Ability to manage a high volume of concurrent deals and fast-turnaround requests from AEs/Ams.
• Good judgment on scope boundaries; knows when to loop in Pre-Sales Solutions Architects rather than attempting to own technical design conversations.

Required Certifications:

Candidates must hold, or obtain within the first 90 days, one of the following:

• Microsoft Certified: Azure Fundamentals (AZ-900); core cloud/commercial vocabulary across Microsoft's platform
• Microsoft Certified: Security, Compliance, and Identity Fundamentals (SC-900); foundational
• coverage of the security/compliance bundling that increasingly drives licensing conversations
• Microsoft 365 Certified: Copilot and Agent Administration Fundamentals (AB-900); current
• successor to the retired MS-900; covers Microsoft 365 licensing fundamentals plus Copilot licensing and administration, a fast-growing part of licensing conversations today

Preferred Skills & Qualifications (nice-to-haves):

• Prior experience at a Microsoft CSP, distributor, or reseller.
• Familiarity with Microsoft Partner Center and license administration workflows.
• Microsoft licensing-specific certifications.
• Experience supporting complex, multi-entity, or M&A-driven licensing consolidation.
• Working knowledge of competitive/third-party licensing alternatives.

Key Attributes:

• Strong commercial instincts with the ability to connect licensing decisions to business outcomes.
• Trusted-advisor presence; able to build credibility with customers quickly.
• Collaborative mindset, comfortable operating alongside technical presales counterparts without
• Proactive, detail-oriented, and comfortable owning a fast-moving pipeline.
• Self-directed learner who stays current on Microsoft's licensing program changes and promotional
• cycles.
• Type: Hybrid role (3 days onsite, 2 days WFH)
• Location: UCI Research Park (Irvine, CA)
• Hours: 6:00 am to 3:00 pm PT OR 7:00 am to 4:00 pm PT
• Incentive Plan: Performance-based incentive; OTE range: $120,000 – $150,000 (Incentive is tied to deal support and pipeline attach, licensing accuracy and quality, and internal enablement contribution)

• 100% employer-paid base medical coverage: HMO (CA) | PPO (out-of-state)
• Dental and vision coverage
• 401(k) with 4% company match (fully vested)
• Paid vacation, sick leave, and holidays
• Paid parental leave
• Voluntary benefits (STD*, life/AD&D, accident, critical illness, hospital)
• Employee Assistance Program (EAP)
• (Short-term Disability available for employees outside California)

*TrustedTech is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, age, national origin, veteran status, disability, sexual orientation/gender identity, or any other characteristic protected by applicable law.