License Compliance Sales Executive, Italy

Job Requisition ID #
- 22WD62922

Position Overview

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.

**Responsibilities**:

- Initiate 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
- Use Autodesk License Compliance analytics tools and databases to search for and investigate License Compliance prospects
- Engage customers at the CXO level to gain their cooperation and participation in a compliance audit process
- Lead negotiator on mid-market to large companies compliance deals
- Develop negotiation plans using Situational Negotiation Skills and templates.
- Deliver unpopular results and messages as well as handle impassioned discussions and negotiations around non-compliance matters
- Direct 3rd party audit firms, work in Autodesk accounts maximizing results and minimizing time spent and audit firm billable hours
- Mitigate complex pushback by customers regarding participation in audit process and refuting of audit results
- Leverage strong communication skills across multiple teams at Autodesk (Territory and mid-market Industry, Major Account Sales, Technical Specialists, Channel Management, and Legal) to ensure alignment on License Compliance engagements
- Use 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
- 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. May also drive sales through web-based discovery calls and presentations
- Cross-selling or up-selling as is appropriate
- Work with field sales staff or resellers to manage opportunities, account resource allocation, account strategy and closing sales
- Maintain basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
- Understand 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 establish collaborative relationships with vertical sales teams and partners 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
- Successful track record in a software field sales role is required
- Minimum of 5 years sales experience
- Understanding of software licensing models, license agreements and contracts
- Proficient in all Microsoft Office Products (Excel/Word/PowerPoint, Power BI)
- Italian native speaker level & fluent in English

Preferred Qualifications
- I.T Knowledge is an advantage
- Critical thinking
- Ideally a previous experience in License compliance
- Additional languages are a plus

LI-POST

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. 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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