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Position Overview
You will be an important member of the Global License Compliance (GLC) team that Protects Autodesk's Intellectual Property responsible for working through a large volume of License Compliance leads and opportunities to qualify, guide, and closeout. You will work be reporting directly to the Sr. Director, License Compliance in a hybrid position. Guide high level of our customer compliance engagements such as usage reports, audit activities, ensuring a commercial resolution while retaining customers, adding net new customers from a non-paying user base, and growing their Annual Order Value (AOV). Accounts worked will vary across multiple vertical markets. Work with our internal & external team members on compliance matters. Responsible for meeting and forecasting assigned territory's quarterly and annual License Compliance sales goals.
Responsibilities
Work through a large volume of license compliance leads – speaking with customers daily and engaging with C-Level decision makers to uncover the compliance issues using developed anti-piracy telemetry and analytics tools
Ensure our customer understands the Intellectual Property or contractual violation at hand, negotiate a resolution and timeline and agree on a mutually agreed commercial closure
Initiate usage reports, warning letters or audit requests with Autodesk customers and lead customers through the compliance or audit process, present the non-compliance through usage data or audit findings and negotiates the resolution
Engage our customers at the CXO level to gain their cooperation and participation in License Compliance
Negotiate around non-compliance matters
Demonstrate understanding of telemetry and audit reports to use these in engaging customers to express compliance issues; and compel an investment in new Autodesk software
Demonstrate knowledge of Autodesk software licensing models and administration, and have basic knowledge of Autodesk products, industry trends, customer outcomes and project delivery methods
May provide our customer direct quotes to satisfy compliance purchases
Manage pipeline of license compliance opportunities and activities in SFDC
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
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 3 years of sales experience in a software sales role
Fluent Japanese and Business English
Experience with C Level business agreements and difficult conversations
Experience asking probing business questions that could lead to upsell opportunities
Manage medium-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 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
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About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk – our Culture Code is at the core of everything we do. Our values and ways of working help our people thrive and realize their potential, which leads to even better outcomes for our customers.
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!
Salary transparency
Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, we also have a significant emphasis on discretionary annual cash bonuses, commissions for sales roles, stock or long-term incentive cash grants, and a comprehensive benefits package.Sales Careers
Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales
Diversity & Belonging
We take pride in cultivating a culture of belonging and an equitable workplace where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging
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We believe flexibility in how and where work gets done is good for our people and teams. Embracing a hybrid-first model allows us to better meet... Read more