License Compliance Executive

Position Overview

You will be an important member of the Global License Compliance (GLC) Sales team who protects Autodesk's Intellectual Property and executes strategies to ensure the revenue generation of Autodesk's License Compliance business program. You will report directly to the Sr. Director, License Compliance in a hybrid position. You will retain and grow our customer Annual Order Value (AOV) by profiling and identifying customers out of compliance. Lead customers through the License Compliance engagement process, negotiating non-compliance while retaining and growing Autodesk's customer base and bringing in net new logos.

Responsibilities

• You will guide, executes, and monitors License Compliance strategy to exceed revenue plan

• Identify and capture sales opportunities with our customers who are misusing / using non-genuine Autodesk software

• Profile LC prospects through specialized Autodesk License Compliance analytics tools, telemetry and databases

• Manage pipeline of license compliance opportunities and activities in SFDC

• Implement sales motions based on conversations with C-Level and Senior Executives across industry segments

• Lead our customers through the LC process by presenting compliance data and audit findings to customers; and negotiate mutually agreed settlement and time frames for purchase execution

• Engage with C-level to check needs & risks; and advise on strategic investments required to address these needs, whilst resolving the compliance issues to its fullest and providing high value to the customers

• May work with a third-party auditing firm to complete remote and on-site audits of customers

• Understand Autodesk terms of use, high-level legal compliance framework for relevant territories; exercise high-level judgment and ethics, involving legal teams where required, for customer negotiations

• Collaborate across multiple teams at Autodesk (Territory, Strategic Territory and mid-market sales, Technical Specialists, Customer Success, Channel Management, and Legal) to ensure understanding on License Compliance engagements

• Influence channel to get leads; collaborates with sales to promote incremental business in targeted accounts to meet quarterly and annual revenue expectation

• Collaborate on best practices and guide License Compliance strategies with other geographies; recognize cultural sensitivity and adjust programs to local culture

• Collaborate with Autodesk authorized channel to promote Autodesk's anti-piracy program

• Demonstrate knowledge of Autodesk software licensing models, and have basic knowledge of Autodesk products, industry trends, and outcomes-based selling methods

Minimum Qualifications

• Sales track record for exceeding sales quotas

• Experience and comfort with communicating and negotiating at executive level

• Experience communicating product benefits appropriate for each prospect

• At least 5 years of sales experience in a software sales role

• Business English

• Experience with C Level and Board of Directors business agreements and difficult conversations

• Experience asking probing business questions that could lead to upsell opportunities

• Manage large opportunities through a complete sales cycle

• Understanding of software licensing models, license agreements and contracts

• High level of proficiency in (Excel/Word/PowerPoint, Power BI) and using multiple CRM tools (i.e., Salesforce.com, Siebel, and Clear)

• Interpret the data and present the data in a compelling way to the customers

• Develop negotiation plans based on sales negotiation methodologies

• Knowledge of the broader IT systems and infrastructure

• Background in License Compliance

• Knowledge of Cyber security trends and threats

Learn More

About Autodesk
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When you’re an Autodesker, you can be your whole, authentic self and do meaningful work that helps build a better future for all. Ready to shape the world and your future? Join us!

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