Job Requisition ID #
24WD76989
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 work through a large volume of License Compliance leads and opportunities to vet, drive and close out. You will work with Autodesk sales teams (TSR teams), channel partners, legal, and other members of the License Compliance team on compliance matters. Your primary activity is discussing the (potential) compliance matter with customers, users and ensuring this leads to a commercial resolution.
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You will drive 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 and forecasting quarterly and annual License Compliance sales goals within your territory. You will report to License Compliance Sales Manager and work in a Hybrid work environment.
Responsibilities
- 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
- Initiates warning letters or audit requests with Autodesk customers and leads customer through the audit process. Present audit findings to customers and negotiates on the resolution
- Uses Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects
- Engages customers at the CXO level to gain their cooperation and participation in License Compliance warning letter or audit process
- Deliver unpopular results and messages and handle impassioned discussions and negotiations around non-compliance matters
- Experience researching and generating leads to apply Autodesk licensing rules to multiple customer software deployments
- Ability to mitigate complex pushback by customers regarding the compliance situation
- Uses Salesforce.com to track all leads, opportunities, activities and results - following global License Compliance guidelines for closed loop tracking
- Uses lead tracking tools to forecast compliance sales. Utilize Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; forecasts against plans and targets
- Assists Value Added Resellers in providing customer quotes to satisfy compliance purchases, proposals, order forms and product information
- Work with Territory Sales team for cross-selling or up-selling
- Maintains basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
- 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
- I.T. Knowledge
- At least 2-3 years of Inside Sales experience and over 8+ years exp in License compliance
- Successful track record in a software sales role
- Previous experience in License compliance
- Understanding of software licensing models, license agreements and contracts
- Proficient in utilizing different CRM tools (i.e. Salesforce.com, Siebel, etc.)
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About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software - from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk - our Culture Code is at the core of everything we do. Our values and ways of working help our people thrive and realize their potential, which leads to even better outcomes for our customers.
When you're an Autodesker, you can be your whole, authentic self and do meaningful work that helps build a better future for all. Ready to shape the world and your future? Join us!
Salary transparency
Salary is one part of Autodesk's competitive compensation package. Offers are based on the candidate's experience and geographic location. In addition to base salaries, we also have a significant emphasis on discretionary annual cash bonuses, commissions for sales roles, stock or long-term incentive cash grants, and a comprehensive benefits package.
Sales Careers
Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales
Diversity & Belonging
We take pride in cultivating a culture of belonging and an equitable workplace where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging
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