License Compliance Representative

Description

• Establishes collaborative relationships with territory sales teams engaging them with compliance customers to assemble alternate proposals to resolve compliance issues
• Initiates warning letters or audit requests with Autodesk customers and leads customer through the audit process. Present audit findings to customers and negotiates on the resolution
• Deliver unpopular results and messages and handle impassioned discussions and negotiations around non-compliance matters
• Assists Value Added Resellers in providing customer quotes to satisfy compliance purchases, proposals, order forms and product information
• Work through a large volume of license compliance leads – speaking with customers to uncover the compliance issues, ensure customer understands the Intellectual Property or contractual violation at hand, negotiate a resolution and timeline and agree on a commercial closure
• Uses Salesforce.com to track all leads, opportunities, activities and results – following global License Compliance guidelines for closed loop tracking
• Uses Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects
• Uses lead tracking tools to forecast compliance sales. Utilize Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; forecasts against plans and targets
• Work with Territory Sales team for cross-selling or up-selling
• Communicate directly with customers to negotiate a license compliance settlement value and timeline for purchase
• Engages customers at the CXO level to gain their cooperation and participation in License Compliance warning letter or audit process

Requirements

• I.T. Knowledge
• Maintains basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
• Previous experience in License compliance
• Experience and comfort with communicating and negotiating at executive level
• Successful track record in a software sales role
• Understanding of software licensing models, license agreements and contracts
• At least 2-3 years of Inside Sales experience and over 8+ years exp in License compliance
• Ability to mitigate complex pushback by customers regarding the compliance situation
• Proficient in utilizing different CRM tools (i.e. Salesforce.com, Siebel, etc.)
• Experience researching and generating leads to apply Autodesk licensing rules to multiple customer software deployments

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance