License Compliance Sales Executive for Turkey and Israel
As a License Compliance Sales Executive you will be responsible for finding, vetting, driving and closing License Compliance opportunities.
You will work closely with Autodesk sales teams, channel partners, legal, technical specialists, and other members of the License Compliance team on compliance matters.
The License Compliance Sales Executive’s primary activity is leading customers through the License Compliance audit process, and ensuring this leads to a commercial resolution.
This position works closely with customers at a C-level and Autodesk sales on developing optimal purchase configurations to resolve License Compliance issues and provide high value for customers.
A License Compliance Sales Executive is responsible for driving high level of customer audit activity, resolving compliance matters while retaining customers.
You will also be responsible for meeting, exceeding and forecasting quarterly and annual License Compliance sales goals.
Initiates audit requests with Autodesk customers and leads customer through the audit process. License Compliance Sales Executives present audit findings to customers and negotiates acceptable settlement purchases and time frames for purchase execution.
Uses Autodesk License Compliance analytics tools and databases to search for and investigate License Compliance prospects.
Engages customers at the CXO level to gain their cooperation and participation in a compliance audit process.
Lead negotiator on SMB to large compliance deals.
Develops negotiation plans using Situational Negotiation Skills and templates. Has 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 direct 3rd party audit firms, work in Autodesk accounts maximizing results and minimizing time spent and audit firm billable hours.
Ability to successfully mitigate complex pushback by customers regarding participation in audit process and refuting of audit results.
Leverages strong communication skills across multiple teams at Autodesk (Territory, Industry, Major Account Sales, Technical Specialists, Channel Management, and Legal) to ensure alignment on License Compliance engagements.
Uses CRM tools to track leads, opportunities, activities and results; updates field sales on results and generates visibility on call activity and lead tracking for sales and marketing effectiveness reports.
Uses 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.
Assists Value Added Resellers in providing customer quotes to satisfy compliance purchases, proposals, order forms and product information.
May also drive sales through web based discovery calls and presentations.
Responsible for cross-selling or up-selling as is appropriate.
Works with field sales staff or resellers to manage opportunities, account resource allocation, account strategy and closing sales.
Maintains basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods.
Understands how to build a sales pipeline (using Google alerts, Hoovers, McGraw Hill and other online resources) to prospect strategic opportunities;
effectively move prospects through the sales cycle and drive revenue.
Pro-actively establishes collaborative relationships with vertical sales teams and partners engaging them with compliance customers to assemble alternate proposals to resolve compliance issues.
Experience and comfort with communicating and negotiating at executive level.
Strong communication skills
I.T Knowledge is an advantage
Successful track record in a software field sales role is required.
Minimum of 5 years sales experience.
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 (ie. Salesforce.com, Siebel, etc.).
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Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic.
We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.
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