License Compliance Sales Rep

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.

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