Drive and execute against License Compliance programs to meet and exceed ACV/Billings plan
Work strategically through leads and opportunities in the Strategic Territory and Overall Territory space
Identify and capture sales opportunities using highly developed Anti-piracy telemetry with existing or new customers who have under-licensed Autodesk software product
Assists customers in determining and purchasing correct levels of Autodesk licenses
Take customers through the audit process: from notification of the audit at customer C-level, facilitating the collection of deployment data of the customer environment, presenting the results of the audit analysis to key customer stakeholders (including C-level), escalating within the customer or Autodesk side where necessary, negotiating the resolution of the compliance investment until full closure of the commercial resolution
Demonstrates courage to be able to facilitate challenging conversations and negotiations with customer C-level stakeholders
Demonstrates critical thinking to analyse how to present the compliance issues to the customers and still turn the situation into a positive commercial outcome
Demonstrate strong knowledge of Autodesk software licensing models, license agreements and contracts. Be a subject matter expert on these topics
Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
Understand legal compliance framework and exercising high level judgment for each customer situation the LC Inside Sales Rep is involved in
Uses Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects
Ability to successfully mitigate complex pushback by customers regarding the compliance situation
Drive direct deal closures where the customer has a clear understanding of how the outstanding compliance exposure can be invested in new Autodesk software and technologies
Uses Salesforce.com to track all leads, opportunities, activities and results
Engages and collaborates with Territory Sales and Value-Added Resellers where applicable – for example, where there might be up-selling opportunities within the LC matter
Drives, develops, executes and monitors various LC campaigns
Minimum Qualifications
2-3 years of end to end sales experience from software or technology organizations
Understanding of Inside sales function is preferred
Must be able to work with multiple stakeholders and manage the expectations.
Knowledge in subscription-based license sales is required
Experience in handling License compliance is good to have
