Senior Sales Manager, License Compliance

24WD80438

Position Overview
The Senior Sales Manager for Autodesk Global License Compliance Brazil is a key leader of the Global License Compliance (GLC) Sales team who protects Autodesk’s Intellectual Property and executes strategies to ensure the revenue generation of Autodesk’s License Compliance business program. You will have a combination of remote and onsite work. This position is located in Brazil (preferably in close proximity to Sao Paul, Brazil).
 

The manager is responsible for retaining & growing customer Annual Order Value (AOV) by leading the team to properly profile and identify non-paying usage of Autodesk software. The manager coaches the team and puts strategies in place that help the team lead customers through the License Compliance engagement process, negotiating non-compliance, while retaining and growing Autodesk’s customer base and bringing in net new logos. 

The Senior Sales Manager for License Compliance is responsible for the overall implementation of the license compliance sales strategies on enterprise accounts in Brazil as well as key volume programs that regularize non-paying users.
 

The manager plans and directs all license compliance sales activities including planning, managing forecasts, building the pipeline, executing on policies, as well as staffing, talent development, and performance management of the license compliance sales executives.
 

The manager should create and promote a team culture that embraces Autodesk’s values and ways we work, collaborating effectively across organizations and engaging appropriate internal and external resources for Autodesk. This leader establishes short and long-term goals in line with corporate objectives that generate new business for the Company, while developing and maintaining customer relationships.
 

This senior manager should execute strong business practices.

Responsibilities

• 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

• Implement and monitor license compliance campaign strategies to meet revenue targets

• Promote value-based customer experiences 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 and C-level executives

• Collaborate on best practices and drive license compliance strategies with other geographies, recognizing cultural sensitivities and adjusting programs to local culture

• Demonstrate strong knowledge of Autodesk software licensing models, and have basic knowledge of Autodesk products, industry trends, and outcome-based selling methods

• 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 team innovation

• Attend trade shows and sales events and where appropriate, delivering enterprise compliance message to sales teams

• Manage a remote and multi-functional matrixed organization

• Collaborate effectively across multiple teams at Autodesk (Territory, Strategic Territory and mid-market sales, Technical Specialists, Customer Success, Channel Management, and Legal) to ensure alignment on License Compliance engagements

Minimum Qualifications

• Business ethics

• Previous Sales Management 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

• Understanding of industry software licensing models, license agreements/Terms of Use and contracts

• Strong communication skills with both written and verbal fluency in English and Portuguese

• IT Industry knowledge

• The ideal candidate will be a self-motivated, driven, and inspiring sales leader

• Excellent Critical Thinking skills

• Skilled in C Level and Board of Directors business agreements and difficult conversations

• Skilled at asking probing business questions that could lead to upsell opportunities

•  High level of proficiency in all Microsoft Office Products (Excel/Word/PowerPoint, Power BI) and utilizing various CRM tools (i.e., Salesforce.com, Siebel, Clear, etc.)

• Analytical skills to interpret the data and present the data in a compelling way to the customers

• Strong negotiator who can develop negotiation plans based on sales negotiation methodologies 

• Knowledge of Spanish language a plus

Preferred Qualifications

• Knowledge of Cyber security trends and threats

• Background in License Compliance a benefit
  
  *Please submit resume in English

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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

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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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