Job Requisition ID #24WD80438Position OverviewThe Senior Sales Manager for Autodesk Global License Compliance Brazil is a key leader 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 have a combination of remote and onsite work. This position is located in Brazil (preferably in close proximity to Sau Paul, Brazil). The manager is responsible for retaining & growing customer Annual Order Value (AOV) by leading the team to properly profile and identify non-paying usage of Autodesk software. The manager coaches the team and puts strategies in place that help the team 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. The Senior Sales Manager for License Compliance is responsible for the overall implementation of the license compliance sales strategies on enterprise accounts in Brazil as well as key volume programs that regularize non-paying users. The manager plans and directs all license compliance sales activities including planning, managing forecasts, building the pipeline, executing on policies, as well as staffing, talent development, and performance management of the license compliance sales executives. The manager should create and promote a team culture that embraces Autodesk’s values and ways we work, collaborating effectively across organizations and engaging appropriate internal and external resources for Autodesk. This leader establishes short and long-term goals in line with corporate objectives that generate new business for the Company, while developing and maintaining customer relationships. This senior manager should execute strong business practices.ResponsibilitiesLead the activities of a sales team, including hiring, coaching, developing talent, team culture and performance managementLead the team to focus on exceeding assigned quotasDeliver timely and accurate forecasting and pipeline managementGenerate incremental new business as well as maintain and maximize existing revenue streamImplement and monitor license compliance campaign strategies to meet revenue targetsPromote value-based customer experiences with a deep understanding of their license scenarios and drive all expansion opportunities, including upsell and cross sell of Autodesk’s solutionsLead complex presentations and negotiations to customers and C-level executivesCollaborate on best practices and drive license compliance strategies with other geographies, recognizing cultural sensitivities and adjusting programs to local cultureDemonstrate strong knowledge of Autodesk software licensing models, and have basic knowledge of Autodesk products, industry trends, and outcome-based selling methodsStrategically monitor and review long term goals of the program and ensure campaigns are executed within budget and that license compliance revenue targets are metEnsure that all investments are made in a consistent and logical manner with best return on investmentTrack metrics and ensure balance of sales end enforcement activity is maintainedEnsure CRM tools and Autodesk methodologies are leveraged to process and track opportunitiesAlign team with corporate goals and use SMART goals to deliver resultsEncourage team innovationAttend trade shows and sales events and where appropriate, delivering enterprise compliance message to sales teamsManage a remote and multi-functional matrixed organizationCollaborate effectively across multiple teams at Autodesk (Territory, Strategic Territory and mid-market sales, Technical Specialists, Customer Success, Channel Management, and Legal) to ensure alignment on License Compliance engagementsMinimum QualificationsBusiness ethicsPrevious Sales Management Experience successfully leading sales managers, executives and inside sales team membersExperience in sales forecasting, closing, agreements, scoping and qualification with a strong customer focusResults-driven approach with consistent track record of exceeding quota and revenue goalsUnderstanding of industry software licensing models, license agreements/Terms of Use and contractsStrong communication skills with both written and verbal fluency in English and PortugueseIT Industry knowledgeThe ideal candidate will be a self-motivated, driven, and inspiring sales leaderExcellent Critical Thinking skillsSkilled in C Level and Board of Directors business agreements and difficult conversationsSkilled at asking probing business questions that could lead to upsell opportunities High level of proficiency in all Microsoft Office Products (Excel/Word/PowerPoint, Power BI) and utilizing various CRM tools (i.e., Salesforce.com, Siebel, Clear, etc.)Analytical skills to interpret the data and present the data in a compelling way to the customersStrong negotiator who can develop negotiation plans based on sales negotiation methodologies Knowledge of Spanish language a plusPreferred QualificationsKnowledge of Cyber security trends and threatsBackground in License Compliance a benefit#LI-SV1#LI-POSTLearn 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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