License Compliance Executive Philippines

A License Compliance Sales Executive drives customer compliance engagements, resolves compliance matters, and retains customers. This role involves meeting and exceeding quarterly and annual sales goals, negotiating settlements with customers, investigating compliance issues using analytics tools, and engaging with CXO-level clients. The executive will track activities in Salesforce.com, forecast sales, and collaborate with territory sales teams to resolve compliance issues and identify cross-selling opportunities.

Must Have

• Drive and resolve customer compliance engagements.
• Meet and exceed License Compliance sales goals.
• Negotiate license compliance settlements with customers.
• Investigate compliance issues using analytics tools.
• Engage and negotiate with customers at the CXO level.
• Apply critical thinking to licensing rules.
• Track sales activities and forecast compliance sales in Salesforce.com.
• Minimum 5 years of software license sales experience.
• Strong verbal and written communication skills.
• Understanding of software licensing models and contracts.
• Proficiency in Microsoft Office and CRM tools.

Good to Have

• Successful track record in a software sales role
• Basic knowledge of products, competition, and industry trends
• Understanding project delivery methods

Perks & Benefits

• Annual cash bonuses
• Commissions for sales roles
• Stock grants
• Comprehensive benefits package

Job Requisition ID #

25WD92260

Position Overview

A License Compliance Sales Executive is responsible for driving a high level of customer compliance engagements and resolving compliance matters while retaining customers. You will also be responsible for meeting, exceeding, and forecasting quarterly and annual License Compliance sales goals within your territory.

Responsibilities:

• Work through a large Value/volume of license compliance Cases, speaking with customers to uncover compliance issues, ensure customers understand the Intellectual Property or contractual violation at hand, negotiate a resolution and timeline, and agree on a commercial closure
• Communicate directly with customers to negotiate a license compliance settlement value and timeline for purchase
• Use License Compliance analytics tools and databases to investigate License Compliance prospects
• Engage customers at the CXO level to gain their cooperation and participation in the License Compliance warning letter or audit process
• Demonstrate the ability to deliver unpopular results and messages as well as handle impassioned discussions and negotiations around non-compliance matters
• Apply critical thinking skills to licensing rules in various customer software deployments
• Successfully mitigate complex pushback by customers regarding the compliance situation
• Use Salesforce.com to track all leads, opportunities, activities, and results in line with global License Compliance guidelines for closed-loop tracking
• Use lead tracking tools to forecast compliance sales regularly. Utilize customer self-audit process documents, targeted account selling, Situational Negotiation Skills, and forecasting guidelines to categorize leads according to the quality of the lead; accurately forecasts against plans and targets
• Assist Value Added Resellers in providing customer quotes to satisfy compliance purchases, proposals, order forms, and product information
• Work with Territory Sales for cross-selling or up-selling as appropriate
• Maintain a basic knowledge of products, competition, and industry trends along with understanding project delivery methods
• Pro-actively establish collaborative relationships with territory sales teams, engaging them with compliance customers to assemble alternate proposals to resolve compliance issues

Minimum Qualifications:

• Experience and comfort with communicating and negotiating at the executive level
• Strong communication skills (verbal and written)
• At least 5 years of Software License Sales experience
• Successful track record in a software sales role is a plus
• Understanding of software licensing models, license agreements, and contracts
• Proficient in all Microsoft Office Products (Excel/Word/PowerPoint)
• Proficient in utilizing various CRM tools (i.e., Salesforce.com, Siebel, etc.)

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Salary is one part of our competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

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