License Compliance Sales Executive
Location: Denver, CO- United States
The License Compliance (LC) Sales Executives are responsible for finding, validating and closing LC leads in North America. Reps work closely with Autodesk sales partners, legal, technical specialists, and other members of the LC team on compliance matters. LC Sales Reps develop their own leads as well as training partners on how to identify LC candidates for investigation. LC Sales Reps work with customers on resolving compliance issues via telephone. Accounts worked will vary across various vertical markets. LC Sales reps are responsible for meeting and exceeding a quarterly and annual LC sales quota. This role will also have the added responsibilities of managing the Autodesk Utilization Services (AUS) process with territory accounts. In this role, you will keep 100+ plus compliance opportunities humming toward close. You will need to have extremely strong attention to detail, great project management skills and a knack for managing a high-volume work load. You love technology, working with customers and sales teams. You can conduct challenging conversations in a polite and positive manner. Responsibilities - Actively makes 3-5 kickoff calls a week with a minimum of 3 completed audits a week - Apply critical thinking skills to apply ADSK licensing rules to various customers’ software deployments and ability to explain to customers why they are non-compliant - Drives inbound calls and conducts outbound calls on compliance targets - Responsible for a minimum of 100 opportunities on a quarterly basis - Follows up to close business on leads generated from demand creation events and targeted campaigns. - Engages customers to participate in a compliance self-audit process to develop compliance opportunities - Presents self-audit findings and sets timelines for resolution with customers - Highly involved in customer negotiations on compliancedeals - Ability to handle unpopular / impassioned discussions and negotiations around non-compliance matters - Engages territory sales teams (TSR) for AUS engagements within their respective territories - Understands the differences between LC and AUS deliverables and processes - Maintains basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods - Previous experience dealing with principles, owners and executives in sales situations and/ or collections - Pro-actively establishes collaborative relationships with vertical sales teams and partners engaging them with compliance customers to assemble alternate proposals to resolve compliance issues - Proficient in all Microsoft Office Products (Excel/Word/Power point) - Proficient in CRM tools (SFDC), database (Siebel) and collaboration tools (Zoom and SharePoint) - Responsible for cross-selling or up-selling as is appropriate. Works with field sales staff or resellersto manage opportunities, account resource allocation, account strategy and closing sales - Understanding of software licensing models, license agreements and contracts - Uses ADSK LC analytics tools and databases to search for and investigate LC prospects - Uses SFDC to track lead, opportunities, activities and results; updates field sales on results and generates visibility on call activity and lead tracking for sales and marketing effectiveness reports Minimum Qualifications - 3-5 years relevant experience- (i.e. Sales Support, License Compliance, Inside Sales or Maintenance / Service Renewals experience is all highly relevant) - Strong SalesForce.com skills - English Language- Excellent written and verbal communications skills - Strong project management skills - Excellent oral communication and writing skills- Proficiency in English (writing and reading, and conversation) - Works both independently and in team environments and can manage multiple priorities - Highly proficient computer skills including internet, SFDC, email, MS Word, Excel, PowerPoint Preferred Qualifications - Bachelor’s Degree STRONGLY preferred- Business Management or related - Previous License Compliance, Inside Sales or Renewals experience - Understanding of software licensing models, license agreements and contracts - Previous experience dealing with principles, owners and executives in sales situations and/ or collections
With Autodesk software, you have the power to Make Anything. The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It's disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity. Our software is used by everyone - from design professionals, engineers and architects to digital scientists, students and hobbyists. We constantly explore new ways to integrate all dimensions of diversity across our employees, customers, partners, and communities. Our ultimate goal is to expand opportunities for anyone to imagine, design, and make a better world.