Job Requisition ID #23WD69055Position OverviewDevelop and execute strategies to ensure the revenue generation of Autodesk’s License Compliance software program while retaining and growing our customer base. Research and identify customers out of compliance. Lead customers through the License Compliance audit process, resolving compliance matters while retaining and growing our customers' base. Establish and implement guidelines to ensure consistency while ensuring flexibility in creating and modifying strategies to meet the needs of customers in different countries.ResponsibilitiesDrives, develops, executes, and monitors License Compliance Campaign strategy to meet and exceed revenue planIdentify and capture sales opportunities with existing or new customers who have under-licensed Autodesk software productAssists customers in determining and purchasing correct levels of Autodesk licensesDevelops pipeline of enterprise compliance targets to meet revenue expectationsStructures and implements Enterprise Compliance programs by industry segmentsPresents audit findings to customers and negotiates acceptable settlement and time frames for purchase executionUses Autodesk License Compliance analytics tools and databases to search for and investigate License Compliance prospectsMay work with a third-party auditing firm to complete remote and on-site audits of customers; analyze results of audit to determine negotiating position; assist sales in closing enterprise compliance dealsDirects 3rd party audit firms, works in Autodesk accounts maximizing results and minimizing time spent and audit firm billable hours.Understand legal compliance framework and exercising high level judgment, develop a sales approach and strategy to reconcile customer accountsWorks closely with customers at a C-level and Autodesk sales on developing optimal purchase configurations to resolve License Compliance issues and provide high value for customersLeverages strong communication skills across multiple teams at Autodesk (Territory and mid-market Industry, Major Account Sales, Technical Specialists, Channel Management, and Legal) to ensure alignment on License Compliance engagementsDrives compliance reconciliation purchases and uses compliance as a compelling event in consolidation purchasesDevelops a cross functional approach for reconciliationResearches and identifies under-licensed accounts and work with sales team to develop a sales approach and strategy to reconcile customer accountsDevelops comprehensive enterprise compliance content for existing license compliance web siteCollaborates with local sales organization and legal department on development and implementation of strategies and tactics for Autodesk’s License Compliance programsInfluences channel to get leads; collaborates with sales to drive incremental business in targeted accounts to meet quarterly and annual revenue expectationCollaborates on best practices and drives License Compliance strategies with other geographies; recognize cultural sensitivity and adjust programs to local cultureInfluences and leverages anti-piracy initiatives i.e., collaborates with Autodesk authorized channel to evangelize Autodesk’s anti-piracy programMinimum Qualifications3+ years of sales experience and successful track record in a software field sales roleProven sales track record for exceeding sales quotas a mustExperience and comfort with communicating and negotiating at executive levelAdvanced English skills (B2 minimum required)Skilled in C Level and Board of Directors business agreements and difficult conversationsSkilled at asking probing business questions that could lead to upsell opportunitiesAbility to manage large opportunities through a complete sales cycleKnowledge of Cyber security industry trends and concerns a benefitUnderstanding of software licensing models, license agreements and contractsProficient in all Microsoft Office Products (Excel/Word/PowerPoint, Power BI) and utilizing various CRM tools (i.e., Salesforce.com, Siebel, Clear, etc.)Develop negotiation plans using Situational Negotiation Skills and templatesPreferred QualificationsIdeally a previous experience in License complianceAdditional languages are a plus#LI-POST#LI-IH1At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.Are you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site). If you have any questions or require support, contact Autodesk Careers.Salary is one part of Autodesk’s competitive 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.
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