Job Requisition ID #
The Sales Manager for License Compliance is responsible for the overall implementation of the license compliance sales strategies on enterprise accounts in Brazil. Develops and executes strategies to ensure the revenue generation of Autodesk’s license compliance software program. Plans and directs all license compliance sales activities including planning, managing forecasts, building the pipeline, executing on policies, as well as staffing and talent development of the license compliance executives sales force. Promotes a team culture that embraces Autodesk’s values. Collaborates across organizations and engages appropriate internal resources from Autodesk. Researches and identifies customers out of compliance. Drives and initiates creative program strategies, collaborates, ensures and influences channel support of the programs. Establishes and implements guidelines to ensure consistency while ensuring flexibility in creating and modifying strategy to meet needs of customers in different scenarios. Establishes short and long-term goals and quotas in line with corporate objectives that generate new business and develops and maintains customer relationships. Executes strong business practices.
Lead the activities of a sales team, including hiring, coaching, developing talent, team culture and performance management
Lead the team to focus on exceeding assigned quotas
Deliver timely and accurate forecasting and pipeline management
Generate incremental new business as well as maintain and maximize existing revenue stream
Drive implementation and monitor license compliance campaign strategies to meet target and revenue goals
Collaborate with other internal organizations and coordinate internal resources as needed
Promote customers’ experience with a deep understanding of their license scenarios and drive all expansion opportunities, including upsell and cross sell of Autodesk’s solutions
Lead complex presentations and negotiations to customers
Collaborate on best practices and drive license compliance strategies with other geographies, recognize cultural sensitivity and adjust programs to local culture
Ensure cross-functional approach in the reconciliation of license compliance programs
Strategically monitor and review long term goals of the program and ensure campaigns are executed within budget and that license compliance revenue targets are met
Ensure that all investments are made in a consistent and logical manner with best return on investment
Track metrics and ensure balance of sales end enforcement activity is maintained
Ensure CRM tools and Autodesk methodologies are leveraged to process and track opportunities
Align team with corporate goals and use SMART goals to deliver results
Encourage innovation by exchanging new ideas to improve operation and efficiency within sales and the supporting organizations
Attend trade shows and sales events and where appropriate, deliver enterprise compliance message and training to sales teams
Manage a remote and multi-functional matrixed organization
Experience successfully leading sales managers, executives and inside sales team members
Experience in sales forecasting, closing, agreements, scoping and qualification with a strong customer focus.
Results-driven approach with consistent track record of exceeding quota and revenue goals
Written and verbal fluency in both Portuguese and English
IT Industry knowledge
Previous License Compliance, Inside Sales or Renewals experience
Understanding of software licensing models, license agreements and contracts
The ideal candidate will be a self-motivated, challenge-driven, and inspiring team lead
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