License Compliance Sales

Responsibilities

• Manage a high volume of License Compliance leads and opportunities, engaging customers to identify software licensing violations and negotiate appropriate commercial resolutions
• Communicate directly with customers to explain intellectual property or contractual licensing violations and agree on settlement values, purchasing requirements, and resolution timelines
• Initiate warning letters and audit requests, guide customers through the compliance audit process, present findings, and negotiate commercial resolutions
• Use Autodesk License Compliance analytics tools and databases to investigate and qualify potential compliance opportunities
• Engage with C-suite executives, including Chief Executive Officers and other senior decision-makers, to secure cooperation and participation in compliance engagements
• Communicate sensitive compliance findings professionally and manage challenging customer discussions and negotiations
• Apply critical thinking and sound judgment to interpret Autodesk licensing rules and evaluate customer software deployments
• Address complex customer objections and concerns while working toward appropriate compliance resolutions
• Use Salesforce Customer Relationship Management (CRM) tools to track leads, opportunities, customer activities, and outcomes in accordance with global License Compliance guidelines
• Maintain accurate sales forecasts using lead tracking tools, customer self-audit documentation, targeted account selling methodologies, negotiation techniques, and established forecasting guidelines
• Assist Value-Added Resellers (VARs) in preparing customer quotations, proposals, order forms, and product information to support compliance-related purchases
• Collaborate with Territory Sales teams to identify appropriate cross-selling and upselling opportunities
• Maintain working knowledge of Autodesk products, competitive offerings, industry trends, and customer project delivery methods
• Proactively build collaborative relationships with Territory Sales teams to develop alternative commercial proposals that resolve customer compliance matters
• Drive compliance opportunities through commercial closure while maintaining accurate pipeline visibility and supporting quarterly and annual sales objectives

Minimum Qualifications

• 8+ years of sales experience, preferably in customer-facing or enterprise software sales roles
• Experience communicating and negotiating with executive-level stakeholders within the Small and Medium-Sized Enterprise (SME) segment
• Strong written and verbal communication, negotiation, and interpersonal skills
• Professional proficiency in English, with the ability to conduct business discussions and negotiations
• Understanding of software licensing models, license agreements, and commercial contracts
• Proficiency with Microsoft Office applications, including Microsoft Excel, Word, and PowerPoint
• Experience using Customer Relationship Management (CRM) tools such as Salesforce or Siebel
• Strong analytical and critical thinking skills with the ability to evaluate complex customer situations and recommend appropriate solutions
• Ability to manage multiple customer engagements, sales opportunities, and competing priorities effectively

Preferred Qualifications

• Previous experience in License Compliance, software sales, Inside Sales, or related commercial roles
• Knowledge of software compliance processes, audit procedures, and relevant legal frameworks
• Knowledge of Information Technology (IT) concepts and enterprise software environments
• Proficiency in the local language relevant to the assigned territory
• Experience negotiating commercial agreements with senior executives and business decision-makers
• Familiarity with software licensing audits, intellectual property protection, and compliance resolution processes
• Experience collaborating with Channel Partners, Value-Added Resellers, and Territory Sales teams
• Experience using sales forecasting tools, pipeline management processes, and structured negotiation methodologies
• The Ideal Candidate
• The ideal candidate is an experienced and commercially focused sales professional who combines strong negotiation skills, analytical thinking, and customer relationship management expertise to resolve complex software licensing matters while delivering positive customer and business outcomes
• Demonstrates strong commercial acumen and a thorough understanding of software licensing principles, customer engagement strategies, and sales processes
• Builds trusted relationships with customers, senior executives, Channel Partners, and internal stakeholders
• Communicates sensitive compliance matters clearly and professionally while maintaining constructive customer relationships
• Applies analytical thinking, sound judgment, and data-driven insights to evaluate complex licensing situations and recommend effective solutions
• Demonstrates confidence and resilience when handling challenging customer conversations, objections, and negotiations
• Takes ownership of assigned License Compliance opportunities from initial investigation through successful commercial resolution
• Balances Autodesk's intellectual property protection objectives with appropriate customer-focused commercial solutions
• Uses strong negotiation and relationship management skills to influence stakeholders and achieve mutually acceptable outcomes
• Collaborates effectively with Sales, Legal, Channel Partners, and cross-functional teams to resolve compliance matters
• Maintains accurate pipeline records, forecasts, and customer engagement documentation
• Demonstrates accountability, integrity, and professionalism when managing sensitive customer and contractual matters
• Continuously develops knowledge of Autodesk products, licensing models, industry trends, and sales best practices
• Thrives in a fast-paced, target-driven environment while maintaining a strong focus on customer experience and business results
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