License Compliance Sales Representative

Responsibilities

• You will 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
• You will communicate directly with customers to negotiate a license compliance settlement value and timeline for purchase
• Initiate warning letters or audit requests with Autodesk customers and lead customer through the audit process. Present audit findings to customers and negotiates on the resolution.
• Use Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects
• You will engage customers at the CXO level to gain their cooperation and participation in License Compliance warning letter or audit process
• Deliver unpopular results and messages and handle impassioned discussions and negotiations around non-compliance matters
• Use Salesforce.com to track all leads, opportunities, activities and results following global License Compliance guidelines for closed loop tracking
• Use lead tracking tools to forecast compliance sales. Use Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; forecast against plans and targets
• You will 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.
• Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
• Establish collaborative relationships with territory sales teams engaging them with compliance customers to assemble alternate proposals to resolve compliance issues
  

Minimum Qualifications

• At least 8 years of Inside Sales experience
• Exposure to Saas industry
• Experience and comfort with communicating and negotiating at executive level
• A previous experience in License compliance is a plus
• Understanding of software licensing models, license agreements and contracts
• Proficient in using different CRM tools (i.e. Salesforce.com, Siebel)
• Business English