Director, License Compliance
1 month ago
Job Requisition ID #
24WD78781Position Review
Develops and implements business processes, strategies and plans that support exceeding Autodesk Global License Compliance’s key financial and non-financial objectives for its GCR (Greater China Republic comprising China, Hongkong, Taiwan) Territory Sales business. Drives policies and programs with executive staff recommending appropriate actions consistent with the strategic and operational priorities of the Global License Compliance organization. Works in a collaborative manner with the Territory Sales businesses and key internal stakeholders, including but not limited to Customer Success, Channel Sales, Client services, technical sales, Genuine, Legal, ACP and GLC Leadership. This position provides strong leadership by developing, coaching, and evaluating all sales personnel. This leader grows the competencies of the GLC sales organization for GCR to ensure the efficient and effective operation of the business, while upholding the integrity of the Autodesk License Compliance program.
The Director will be responsible for managing third party organizations contracted to augment the operation and execution of the business in GCR.
This position will report to the Senior Director of Global License Compliance, APJ (Asia Pacific Japan).
Roles and Responsibilities
Monitors the policies, practices, and processes to determine efficiency and effectiveness. Recommends improvements and develops strategies to achieve and deliver improved results. Implements and follows standards and policies as defined by Corporate and Division senior management; escalates exceptions or questionable practices to direct manager or senior management staff. This may include working with various data support teams, legal, PPL, and Corporate Compliance.
Regularly interacts with executives and/or major customers. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.
Manages and leads a team of top talented License compliance sales professionals to exceed assigned quotas, ensuring team efficiency and revenue goals are met. Responsible for the hiring, team effectiveness, culture, performance management and skill development of this team.
Delivers timely and accurate forecasting of the business, within 2% variance, and pipeline management.
Responsible for management and development of resources (including consultants, vendors, and remote workers, which may be in different time zones). This includes selection, mentoring/coaching, performance management and assessment, and rewards and recognition within own team.
Works on complex issues where analysis of situations or data requires an in-depth knowledge of Autodesk, its licensing models, and industry best practices. Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people. Ensures budgets and schedules meet corporate and divisional requirements.
Leads or sponsors cross functional or intra-divisional projects for Global License Compliance GCR, especially projects related to streamlining and/or improving processes and systems.
Leads the way in working collaboratively with Territory sales teams on account planning activities to ensure the best customer experiences.
Manages sales KPIs, pipeline and activity metrics (all leading indicators) of team to ensure these are tracking towards achievement of revenue goals, while ensuring that a balance of sales and enforcement activity is maintained.
Strategically monitors and reviews long term goals of the program and ensure campaigns are executed within budget and that License Compliance revenue targets are met.
May make presentations to existing and prospective customers about the benefits of Autodesk software and engage in final stage negotiation with C level customers and be a point of escalation.
Manages both Direct and Indirect sales motions.
Manages a complex volume business that may include highly technical lead sources; responsible for prioritizing various lead programs for the team to maximize effectiveness of the business.
Collaborates on best practices and drives License Compliance strategies with other geographies and functional groups.
Preferred Qualifications
15+ years of relevant experience in technical software or SAAS/PAAS sales; 5+ sales leadership experience with track record of creating high-performing teams.
Sales experience includes track record of success in difficult negotiations with C-level, handling accounts in the enterprise segment, and conflict resolution.
Proven Sales track record of consistently Exceeding quotas.
History in carrying their own sales quota, and of managing a large team with a sales quota.
Experience Required in effectively managing a complex, volume-based and digital business. Comfortable working in a fast-paced, deadline-driven environment, and interfacing with stakeholders at all seniority levels.
Experience or knowledge in Cyber security practices or License Compliance industry a benefit.
Experience selling in value-based models a benefit.
Passion for driving results with a proven ability to influence others, including executive levels.
Strong communication and interpersonal skills with the ability to build relationships at multiple levels.
Self-motivated with the ability to adapt to changing priorities and business initiatives.
Strong business acumen and analytical skills.
Familiarity with technology, licensing models, and business trends in Autodesk target industries.
Bachelor's degree required.
#LI-BV1
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About Autodesk
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