At Datacom, we partner with organisations and communities across Australia and New Zealand to make a real difference—helping them harness the power of technology to grow, adapt, and thrive. Within Licensing, we simplify complexity and unlock value, ensuring our customers make smart, strategic choices that maximise their technology investments. We’re not just managing licences—we’re enabling innovation, reducing risk, and driving outcomes that matter.
About the Role (your why)
As a Senior Licensing Consultant, you will be responsible for achieving an agreed target by identifying and gaining Software Licensing business from new and existing clients. Your role involves ensuring customer satisfaction and maintaining regular contact with clients. You will work closely with the team, both regional and national, to deliver upon the licensing strategy.
This role is a full-time permanent opportunity based in our Melbourne office. You will require full Australian working rights to be considered.
What you’ll do
- Identify current and future software licensing needs for new and existing clients across the region
- Recommend commercially and strategically aligned licensing solutions that deliver value and support client goals
- Focus on building trusted, long-term partnerships by delivering insights and proactive advice—never just a transaction
- Maintain regular client engagement, providing timely updates on program changes, licensing options, and optimisation opportunities
- Collaborate with regional stakeholders to plan and manage all upcoming software renewals, ensuring continuity and cost-efficiency
- Lead and support pricing discussions, negotiating favourable terms, volume discounts, and incentives to improve gross profit outcomes
- Coordinate and prepare high-quality licensing proposals, tenders, contracts, and contribute to broader Account Management plans
- Understand clients' broader business and technology objectives, helping shape their software strategy and roadmap
- Deliver and exceed gross profit targets, aligned with team KPIs and performance metrics
You’ll bring proven experience working with software vendors—directly or through partners—crafting innovative, commercially viable licensing solutions that meet customer needs. You understand the Cloud Solution Provider (CSP) programs and Microsoft’s technology ecosystem, and you’re confident navigating both technical and business conversations. Your strengths lie in building trust, influencing outcomes, and staying focused on what’s best for the client.
You combine strong analytical thinking with program discipline, managing timelines and expectations to ensure consistent delivery. Your ability to connect with stakeholders, from IT to procurement to C-suite, helps you drive value and build enduring partnerships. You're a team player who brings energy, insight, and a shared commitment to exceeding gross profit targets.
Required Experience:
- Deep knowledge of software licensing and vendor programs
- Demonstrated success in licensing or software sales (3+ years)
- Familiarity with the CSP model and cloud-based licensing constructs
- Strong commercial acumen and an understanding of financial levers that impact gross profit
- Excellent communication and influencing skills—written, verbal, and interpersonal
- Confidence engaging stakeholders at all levels within customer organisations
- Ability to turn complex technical concepts into practical business outcomes
- A self-starter mindset with strong prioritisation, accountability, and follow-through
- A collaborative approach, building credibility and alignment with peers and clients alike
- Certifications in cloud platforms or sales methodologies (e.g. Azure, AWS, Google Cloud, Challenger, MEDDIC)
- Exposure to multiple vendor ecosystems
- Familiarity with complex or usage-based licensing models (e.g. subscription, pay-as-you-go, enterprise agreements)
- Consulting or advisory experience, particularly in helping clients optimise software investments
- Confidence presenting to and influencing senior decision-makers, including C-level stakeholders
- An understanding of procurement processes, compliance considerations, or commercial governance in large organisations
Datacom is one of Australia and New Zealand’s largest suppliers of Information Technology professional services. We have managed to maintain a dynamic, agile, small business feel that is often diluted in larger organisations of our size. It's our people that give Datacom its unique culture and energy that you can feel from the moment you meet with us.
We care about our people and provide a range of perks such as social events, chill-out spaces, remote working, flexi-hours and professional development courses to name a few. You’ll have the opportunity to learn, develop your career, connect and bring your true self to work. You will be recognised and valued for your contributions and be able to do your work in a collegial, flat-structured environment.
We operate at the forefront of technology to help Australia and New Zealand’s largest enterprise organisations explore possibilities and solve their greatest challenges, so you will never run out of interesting new challenges and opportunities.
We want Datacom to be an inclusive and welcoming workplace for everyone and take pride in the steps we have taken and continue to take to make our environment fun and friendly, and our people feel supported.
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