Job Requisition ID #24WD80110Position OverviewYou will be an important member of the Global License Compliance (GLC) Sales team who protects Autodesk's Intellectual Property and executes strategies to ensure the revenue generation of Autodesk's License Compliance business program. You will report directly to the Sr. Director, License Compliance in a hybrid position. You will retain and grow our customer Annual Order Value (AOV) by profiling and identifying customers out of compliance. Lead customers through the License Compliance engagement process, negotiating non-compliance while retaining and growing Autodesk's customer base and bringing in net new logos.ResponsibilitiesYou will guide, executes, and monitors License Compliance strategy to exceed revenue planIdentify and capture sales opportunities with our customers who are misusing / using non-genuine Autodesk softwareProfile LC prospects through specialized Autodesk License Compliance analytics tools, telemetry and databasesManage pipeline of license compliance opportunities and activities in SFDCImplement sales motions based on conversations with C-Level and Senior Executives across industry segmentsLead our customers through the LC process by presenting compliance data and audit findings to customers; and negotiate mutually agreed settlement and time frames for purchase executionEngage with C-level to check needs & risks; and advise on strategic investments required to address these needs, whilst resolving the compliance issues to its fullest and providing high value to the customersMay work with a third-party auditing firm to complete remote and on-site audits of customersUnderstand Autodesk terms of use, high-level legal compliance framework for relevant territories; exercise high-level judgment and ethics, involving legal teams where required, for customer negotiationsCollaborate 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 engagementsInfluence channel to get leads; collaborates with sales to promote incremental business in targeted accounts to meet quarterly and annual revenue expectationCollaborate on best practices and guide License Compliance strategies with other geographies; recognize cultural sensitivity and adjust programs to local cultureCollaborate with Autodesk authorized channel to promote Autodesk's anti-piracy programDemonstrate knowledge of Autodesk software licensing models, and have basic knowledge of Autodesk products, industry trends, and outcomes-based selling methodsMinimum QualificationsSales track record for exceeding sales quotasExperience and comfort with communicating and negotiating at executive levelExperience communicating product benefits appropriate for each prospectAt least 5 years of sales experience in a software sales roleBusiness EnglishExperience with C Level and Board of Directors business agreements and difficult conversationsExperience asking probing business questions that could lead to upsell opportunitiesManage large opportunities through a complete sales cycleUnderstanding of software licensing models, license agreements and contractsHigh level of proficiency in (Excel/Word/PowerPoint, Power BI) and using multiple CRM tools (i.e., Salesforce.com, Siebel, and Clear)Interpret the data and present the data in a compelling way to the customersDevelop negotiation plans based on sales negotiation methodologiesKnowledge of the broader IT systems and infrastructureBackground in License ComplianceKnowledge of Cyber security trends and threatsLearn MoreAbout AutodeskWelcome 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 CareersWorking 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/salesDiversity & BelongingWe 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-belongingAre you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site).
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