Licensing Compliance Sales Representative
Trimble Inc.
Date: 2 weeks ago
City: Navi Mumbai, Maharashtra
Contract type: Full time
License Compliance Manager
The Trimble License Compliance program ensures our customers maximize productivity and receive the full value from their software investment. As part of the Global License Compliance program, Trimble works closely with authorized collaborators in a variety of geographic regions in order to help protect its IPR and legitimate businesses whilst continuing to invest in product development. Further details are available on our website.
The License Compliance Manager is responsible for reviewing, validating and closing License Compliance leads in the India & SAARC territory. You will work with customers, distribution partners, sales, legal and compliance agencies to resolve copyright infringement or license compliance issues whilst ensuring accurate pipeline forecasting and reporting and maintaining a positive brand image.
Key Responsibilities
The Trimble License Compliance program ensures our customers maximize productivity and receive the full value from their software investment. As part of the Global License Compliance program, Trimble works closely with authorized collaborators in a variety of geographic regions in order to help protect its IPR and legitimate businesses whilst continuing to invest in product development. Further details are available on our website.
The License Compliance Manager is responsible for reviewing, validating and closing License Compliance leads in the India & SAARC territory. You will work with customers, distribution partners, sales, legal and compliance agencies to resolve copyright infringement or license compliance issues whilst ensuring accurate pipeline forecasting and reporting and maintaining a positive brand image.
Key Responsibilities
- Main contact and subject matter expert on License Compliance related tasks across assigned countries
- Build relationship with the appointed agencies to ensure smooth go-to-market with Trimble directions in mind.
- Advise LC Agencies on adequate licensing settlements as per the PoA (Power of Attorney)
- Provide licensing education and documentation to internal and external parties
- Review and analyze license compliance/piracy leads using available internal tools and databases
- Build and implement LC strategies and workflows, including custom approaches per country (where needed) in line with local laws and regulations
- Explore new processes and procedures to increase the efficiency and the success of license compliance initiatives
- Be a Trimble ecosystem oriented negotiator, mitigate piracy pushback from new logo / existing customers and ensure long term client relationship
- Liaise with internal Sales, channel partners and LC Agencies to ensure customer compliance and market growth
- Collaborate with the regional Sales teams and/or channel partners on upsell opportunities and minimizing renewal churn by understanding the sales team’s business structure and nature
- Monitor and maintain accurate pipeline forecasting and reporting, QTD and YTD by utilizing the provided dashboards. Maintain the same standard of reporting.
- Be risk mitigation minded, ensure best practices are documented and shared within the wider Global LC programme. Data confidentiality is key.
- Direct involvement in C-level negotiations or Legal escalations for larger accounts
- Minimum 4 years of License Compliance, Audit or Piracy experience
- Bachelor degree in Law or Business or Information Technology
- Sales experience and management is mandatory
- Experience with Cylynt (previously known as Smartflow)
- Analytical mindset. Able to perform analysis based on data and scenarios accurately.
- Hands on experience with Salesforce CRM (SF)
- Great written and verbal communication skills, attention to detail and process oriented mindset.
- Proficiency in English mandatory (certified) + second language (ideally Mandarin)
- Knowledge of Software Asset Management tools and best practices
- Knowledge of sales, ecosystem management and problem-solving skills are mandatory
- Consulting experience will be a plus
- Number sensitive, proven track record of meeting / exceeding quarterly and annual sales targets
- Ability to work independently with minimal supervision, proactive and successfully manage volume
- Experience managing C-level negotiations and/or Legal escalations
- Strong understanding of software license agreements
- Highest work ethic and integrity mandatory
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