Licensing Advisor

Company Overview: Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, Zones has mastered the science of building digital infrastructures that change the way business does business.

Position Overview: The Licensing Advisor is a strategic software advisor dedicated to helping Mid-Market and strategic SMB customers achieve meaningful business outcomes through the effective adoption, optimization, and lifecycle management of modern software solutions. Focused on commercial and healthcare accounts within an assigned region, the Licensing Advisor partners closely with Account Managers and cross-functional solution teams to land, adopt, expand, and renew key software platforms—driving customer success, reduced complexity, and accelerating growth across our software, services, and recurring cloud portfolio.

What you will do as the Licensing Advisor:

• Customer Success & Outcome Alignment: Engage customers early to define strategic business outcomes and build a tailored Software Success Plan aligning licensing, cloud adoption, roadmaps, and modernization initiatives. Drive customers through the LAER framework (Land, Adopt, Expand, Renew) to ensure continuous value realization and support account growth strategies. Conduct proactive touchpoints according to each customer's needs to evaluate health, usage, optimization opportunities, and potential risks across software and cloud subscriptions. Facilitate business reviews and workshops as needed to ensure customers stay on track with adoption plans, renewal milestones, and strategic objectives.
• Software Solutions & Licensing Strategy: Serve as a subject matter expert in software licensing, subscription models, cloud entitlements, and publisher programs across Microsoft, Adobe, AWS, Google, and other SAM focus vendors. Evaluate customer environments, product usage, and contract structures to provide clear options for optimization, cost control, and modernization. Provide solution-oriented guidance that bridges licensing with the broader technology ecosystem (cloud, security, workplace, data platforms, managed services). Support customers through software lifecycle events including onboarding, rightsizing, renewals, migrations, and product transitions.
• Renewal & Agreement Management: Proactively manage assigned renewals, initiating engagement 90+ days before expiration to align options with customer goals. Partner with AMs to position value-driven renewal paths, identify upsell/cross-sell opportunities, and mitigate risks in advance. Maintain deep understanding of publisher program updates, product terms, and compliance requirements to help customers stay informed and make confident decisions.
• Sales Partnership & Opportunity Development: Work collaboratively with regional Account Managers as the go-to resource for software and cloud advisory, helping qualify, design, and close opportunities. Identify and advance opportunities for assessments, cloud migration services, modernization initiatives, managed services adoption, and strategic vendor programs. Cosell with AMs and Field Sellers to accelerate net-new customer acquisitions and expansion within existing accounts. Support deal structuring through pricing analysis, licensing design, and optimization recommendations.
• Operational Excellence & Customer Support: Maintain accurate documentation of activities, opportunities, success plans, and customer interactions within internal systems. Ensure timely communication with licensees on onboarding, offboarding, product changes, and critical updates. Monitor customer install bases and subscription health to maintain satisfaction and reduce risk. Work cross-functionally across operations, legal, finance, and vendor teams to resolve issues and build strong customer experiences.

What you will bring to the team:

• 5+ years of experience in software licensing, cloud subscription management, IT account management, or a related advisory role.
• Demonstrated success providing customer-facing support and consultative guidance.
• Solid foundational understanding of IT infrastructure, cloud services, and modern workplace concepts.
• Strong written and verbal communication skills and experience resolving complex customer issues.
• Strong understanding of software licensing, cloud subscription models, and key publisher ecosystems (Microsoft, Adobe, AWS, Google).
• Ability to connect licensing strategy with business outcomes, cloud adoption, and modernization initiatives.
• Exceptional communication and consultative skills with the ability to translate complex concepts into customer-friendly insights.
• Strong problem-solving, negotiation, and issue-resolution capabilities.
• Demonstrated ability to work collaboratively in a team-based sales model.
• Highly organized with the ability to manage multiple accounts, renewals, and strategic initiatives simultaneously.

Preferred Experience:

• Experience with Microsoft Product Terms, Enterprise & CSP licensing constructs, and cloud optimization practices.
• Working knowledge of Adobe, AWS, and Google software programs.
• Microsoft solutions or comparable certifications.
• Background supporting renewals or subscription lifecycle management.
• Additional software, cloud, or SAM-related certifications.

Qualified candidates can expect a salary range of £60,000 - £82,000.

Zones offers a comprehensive benefits package designed to support the well-being and success of our team members, including private medical insurance and opportunities for training and development.