License Compliance Sales Representative

Job Requisition ID #

26WD99971

Position Overview

Autodesk is a leader in 3D design, engineering and entertainment software. Customers across the manufacturing, architecture, building, construction, and media and entertainment industries-including the last 16 Academy Award winners for Best Visual Effects-use Autodesk software to design, visualize, and simulate their ideas before they're ever built or created.

As a License Compliance Inside Sales Representative, you will work through a large volume of License Compliance leads and opportunities to vet, drive and close out. You will work with Autodesk sales teams (TSR teams), channel partners, legal, and other members of the License Compliance team on compliance matters. Your primary activity is discussing the (potential) compliance matter with customers, users and ensuring this leads to a commercial resolution.

You will drive a high level of customer compliance engagements - whether warning letters or audit activities, resolving compliance matters while retaining customers. You will also be responsible for meeting and forecasting quarterly and annual License Compliance sales goals within your territory. You will report to Senior License Compliance Manager and work in a Hybrid work environment.

• Drives, develops, executes and monitors License Compliance Engagement strategy to meet and exceed revenue plan.

• Identify and capture sales opportunities with existing or new customers who have under-licensed Autodesk software product. Assists customers in determining and purchasing correct levels of Autodesk licenses.

• Drive compliance reconciliation purchases and use compliance as a compelling event in consolidation purchases. Develop a cross functional approach for reconciliation.

• Have a clear understanding of software licensing models, license agreements and contracts and territories legal framework tips

• Uses tools and apps to track all leads, opportunities, activities and results - in line with global License Compliance guidelines.

• Research and identify under-licensed accounts and work with sales team to develop a sales approach and strategy to reconcile customer accounts.

• Understand legal compliance framework and exercising high level judgment, develop a sales approach and strategy to reconcile customer accounts.

• Understand legal compliance framework and exercising high level judgment, develops and communicates both written and oral messages in selling and persuading customers to purchase software license and presenting liability problems if remain under licensed.

• Need to work with third-party auditing firms to complete remote and on-site audits of customers; analyze results of audit to determine negotiating position; assist sales in closing enterprise compliance deals.

• Skilled in C Level and Board of Directors business agreements and difficult conversations.

• Develops pipeline of Enterprise compliance targets to meet revenue expectations.

• Structures and implements Enterprise Compliance programs by industry segments.

• Develops comprehensive Enterprise compliance content for existing license compliance web site.
• 40% travelling required for the role.
• Primary focus on Singapore territory and regional accounts.

• Collaborate with local sales organization and legal department on development and implementation of strategies and tactics for Autodesk's License Compliance programs.

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

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

• Influence and leverage anti-piracy initiatives i.e., collaborate with Autodesk authorized channel to evangelize Autodesk's anti-piracy program; identify opportunities and roll out anti-piracy programs for participation by the authorized channel.

• Strategically monitor and review long term goals of the program and ensure campaigns are executed within budget and License Compliance revenue targets are met.

• Ensure that all investments are made in a consistent and logical manner with best return on investment.

• Track metrics and ensure balance of sales and enforcement activity is maintained.

• Develop training material and deliver training to sales staff on approaching under licensed accounts.

• Educate and motivate channel partners to participate in LC program.

• Need to make presentations to existing and prospective customers about the benefits of Autodesk software.

• Attend trade shows and sales events and where appropriate deliver enterprise compliance message and training to sales teams.