License Compliance Sales Rep

Autodesk, Inc; España; Remote; EUR 57,000 - 84,000; Full time

Job summary

Autodesk, Inc. is seeking a License Compliance Inside Sales Representative in Spain to vet license compliance leads, negotiate settlements and close commercial outcomes with customers, channel partners and internal teams, including TSR and legal.

You will leverage Salesforce.com to track leads and opportunities, forecast quarterly results, initiate audit requests or warning letters, communicate with CXO levels, and coordinate with Territory Sales to cross-sell while applying licensing rules

Qualifications

• Experience negotiating at executive level and resolving complex issues.
• Proven ability to communicate clearly in writing and verbally.
• Understanding of software licensing models, contracts and programs.
• Proficient with Microsoft Office products.
• Experience with CRM tools (Salesforce.com, Siebel).
• Business English is essential for success in global teams.

Responsibilities

• 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
• 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 leads customer through the audit process. Presents audit findings to customers and negotiates on the resolution
• Use Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects
• Engage customers at the CXO level to gain their cooperation and participation in License Compliance warning letter or audit process
• Demonstrate the ability to deliver unpopular results and messages as well as handle impassioned discussions and negotiations around non-compliance matters
• Critical thinking skills to apply Autodesk licensing rules to various customer software deployments
• Ability to successfully mitigate complex pushback by customers regarding the compliance situation
• Use Salesforce.com to track all leads, opportunities, activities and results in line with global License Compliance guidelines for closed loop tracking
• Use lead tracking tools to forecast compliance sales on a regular basis. Utilizes Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; accurately forecasts against plans and targets
• 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 as appropriate
• Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
• Pro-actively establishes collaborative relationships with territory sales teams engaging them with compliance customers to assemble alternate proposals to resolve compliance issues

Skills

Executive-level communication

Negotiation

IT knowledge

Inside sales experience

License compliance experience

Licensing models knowledge

MS Office

CRM tools (Salesforce, Siebel)

Business English

Tools

CRM tools (Salesforce, Siebel)

Job description

Job Requisition ID #

26WD100490

Position Overview

Autodesk, Inc., is a leader in 3D design, engineering and entertainment software. Customers across the manufacturing, architecture, building, construction, and media and entertainment industries including the last 16 Academy Award winners for Best Visual Effects use Autodesk software to design, visualize, and simulate their ideas before they're ever built or created.

As a License Compliance Inside Sales Representative you will be responsible for working through a large volume of License Compliance leads and opportunities to vet, drive and close out. You will work closely with Autodesk sales teams (TSR teams), channel partners, legal, and other members of the License Compliance team on compliance matters. The License Compliance Inside Sales Representatives primary activity is discussing the (potential) compliance matter with customers, users and ensuring this leads to a commercial resolution.

A License Compliance Inside Sales Representative is responsible for driving a high level of customer compliance engagements whether warning letters or audit activities, resolving compliance matters while retaining customers. You will also be responsible for meeting, exceeding and forecasting quarterly and annual License Compliance sales goals within your territory.

Responsibilities

• 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

• 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 leads customer through the audit process. Presents audit findings to customers and negotiates on the resolution

• Use Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects

• Engage customers at the CXO level to gain their cooperation and participation in License Compliance warning letter or audit process

• Demonstrate the ability to deliver unpopular results and messages as well as handle impassioned discussions and negotiations around non-compliance matters

• Critical thinking skills to apply Autodesk licensing rules to various customer software deployments

• Ability to successfully mitigate complex pushback by customers regarding the compliance situation

• Use Salesforce.com to track all leads, opportunities, activities and results in line with global License Compliance guidelines for closed loop tracking

• Use lead tracking tools to forecast compliance sales on a regular basis. Utilizes Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; accurately forecasts against plans and targets

• 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 as appropriate

• Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods

• Pro-actively establishes collaborative relationships with territory sales teams engaging them with compliance customers to assemble alternate proposals to resolve compliance issues

Minimum Qualifications

• Experience and comfort with communicating and negotiating at executive level

• Strong communication skills (verbal and written)

• I.T. Knowledge is an advantage

• At least 2 years of Inside Sales experience

• Successful track record in a software sales role is a plus

• Ideally a previous experience in License compliance

• Understanding of software licensing models, license agreements and contracts

• Proficient in all Microsoft Office Products (Excel/Word/Power point)

• Proficient in utilizing various CRM tools (i.e. Salesforce.com, Siebel, etc)

• Business English is a must

#LI-SK1

Learn More

About Autodesk

Welcome 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 - it's at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you're an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Salary transparency

Salary is one part of Autodesk's competitive compensation package. For Spain based sales roles, we expect a starting On-Target Earnings (OTE) between 57,000 EUR and 83,600 EUR Annual. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate's experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Sales Careers

Working 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/sales

Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.