Regional Manager - Licensing Management

Adobe; Mumbai; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Adobe is looking for a professional with over 10 years of experience in license compliance to join their team in Mumbai. The role involves performing software license reviews, ensuring compliance, and driving negotiations with customers. Candidates should possess strong analytical and communication skills, as well as a solid understanding of software licensing models.

The position demands a proactive approach and the ability to thrive under pressure. Successful candidates will contribute to the team’s goal of supporting sales success across various sectors.

Qualifications

• 10+ years of experience in a license compliance role.
• Experience in license compliance reviews or contracts in a software company.
• Solid expertise in intellectual property knowledge and software licensing.

Responsibilities

• Perform software license reviews and audits for compliance.
• Drive license reviews to completion within targets.
• Communicate with customers’ executive teams on compliance issues.

Skills

Strong analytical skills

Strong written and presentation skills

Ability to thrive under pressure

Knowledge of software licensing models

Proven sales track record

Education

Degree level education, preferably university level

Tools

Salesforce

Job description

Overview

Performs software license reviews and audits to ensure customers are in compliance with product usage agreements. Acts as a liaison between manufacturing/duplication, manufacturing support, sales, customer services and legal in usage versus agreement reconciliation. Assists with the development and implementation of procedures for targeted renewal, review and/or audits of license compliance reviews. Audits and researches discrepancies. Provides licensing education to internal and external customers as needed. May require travel to customer sites to install usage measurement scripts and to better understand the customer’s IT environment.

Verifies accuracy of software measurement usage against enterprise-wide or site licensing agreement (ELA) or software license agreement (SLA). Analyzes usage data and prepares compliance reports for management.

The Adobe’s License Management team is part of the DME Sales Organization in APAC. The team’s goal is to underpin the success of the sales team in each region by ensuring customers are correctly licensed for the Adobe products they are using. The role is dynamic and fast-paced, dealing with customers across the region and across segments – from media to financial services and public sector – and involves compliance, risk consulting services and advice to customers in cloud licensing.

What You’ll Be Doing

• Measured against the number of completed on‑site and mid to large‑scale reviews of customers, reconciling their software deployment and license entitlement records.
• Drive license reviews to completion within the shortest possible time‑scales and against targets.
• Actively communicate and negotiate with customers’ executive teams to address license compliance issues.
• Identify licensing shortfalls, offer licensing expertise, and assist with general software asset management for internal stakeholders.
• Provide reporting and maintain systems regarding license review activity.
• Identify greenfield opportunities and develop a list of target accounts.
• Audit findings closure negotiations with customers.
• Develop actionable, strategic sales closure plans for compliance accounts.
• Build executive and mid‑level relationships within IT (CIO/CTO) to support the sales team in the closure stage.
• Overachieve revenue quota contributing to the region’s overall plan.
• Build team brand and personal brand by achieving top internal and external customer service.
• Utilize Salesforce for end‑to‑end pipeline management by building strong working relationships with the various sales teams and field customer success teams.

What You’ll Need

• Relevant 10+ years of experience in a similar license compliance role, gained at another vendor or partner.
• Experience preferably gained performing license compliance reviews, anti‑piracy, and/or contracts work in a similar software company or in the Big4 consulting firms.
• Knowledge of various compliance methodologies, including using software tools for compliance reviews and licensing contracts (including Enterprise license agreements and EULAs).
• Understanding of software licensing models – extremely important – and the ability to project‑manage engagements within a positive and professional customer experience.
• Strong analytical skills.
• Ability to adapt style to the audience.
• Strong written and presentation skills.
• Ability to effectively plan and prioritize own time against objectives and deadlines.
• Ability to thrive under pressure.
• Degree level education, preferably university level.
• Solid expertise in intellectual property knowledge, software licensing hands‑on know‑how.
• Experience in collaborating with multiple functional teams, including sales, solution consulting, partners, etc.
• Demonstrated business acumen – must be able to build business cases that solve customers’ compliance challenges.
• Strong and proven sales track record in closing complex audits.
• Strong understanding and experience managing long‑term and complex sales cycles, as well as closing significant opportunities.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic.