Partner Commercial Manager - Anti-Piracy/License Compliance APAC

The Job:

• Develop and execute strategies to ensure the revenue generation of AVEVAs License Compliance software program
• Research and identify customers out of compliance
• Drive and initiate creative program strategies, collaborates, ensures and influences channel and/or AVEVA sales support of the programs
• Establish and implement guidelines to ensure consistencies while ensuring flexibility in creating and modifying strategy to meet needs of customers in India region

Main responsibilities:

Develops and Identifies Strategies

• Drives, develops, executes and monitors License Compliance Campaign strategy to meet and exceed revenue plan.
• Identify and capture sales opportunities with existing or new customers who have under-licensed AVEVA software product. Assists customers in determining and purchasing correct levels of AVEVA licenses.
• Drive compliance reconciliation purchases and use compliance as a compelling event in consolidation purchases. Develop a cross functional approach for reconciliation.
• Research and identify under-licensed accounts and work with sales team to develop a sales approach and strategy to reconcile customer accounts.
• Understand legal compliance framework and exercising high level judgment, develop a sales approach and strategy to reconcile customer accounts.
• Understand legal compliance framework and exercising high level judgment, develops and communicates both written and oral messages in selling and persuading customers to purchase software license and presenting liability problems if remain under licensed.
• May work with a third party auditing firm to complete remote and on site audits of customers; analyze results of audit to determine negotiating position; assist sales in closing enterprise compliance deals.
• Develops pipeline of enterprise compliance targets to meet revenue expectations.
• Structures and implements Enterprise Compliance programs by industry segments.
• Develops comprehensive enterprise compliance content for existing license compliance web site.

Collaboration & Budget

• Collaborate with local sales organization and legal department on development and implementation of strategies and tactics for AVEVAs License Compliance programs.
• Influences Channel/Sales to get leads; collaborates with sales to drive incremental business in targeted accounts to meet quarterly and annual revenue expectation.
• Influence and leverage anti-piracy initiatives i.e. collaborate with AVEVA authorized channel to evangelize AVEVAs anti-piracy program; identify opportunities and roll out anti-piracy programs to participation by the authorized channel
• Track metrics and ensure balance of sales and enforcement activity is maintained.

Training

• Develop training material and deliver training to sales staff on approaching under licensed accounts.
• Educate and motivate channel partners to participate in LC program.
• May make presentations to existing and prospective customers about the benefits of AVEVA software.
• Attend trade shows and sales events and where appropriate deliver enterprise compliance message and training to sales teams.

Essential requirements

• Experienced in the field of software compliance, anti-piracy and/or intellectual property protection
• Experienced in compiling evidence to support proposed criminal action or civil litigation, and will be familiar with working within strict legal guidelines in this context
• Proven track record of working with interdisciplinary teams, together with experience of managing partner relationships
• Experienced in working with legal teams to create licensing agreements that maximise AVEVAs revenue, and protect AVEVAs intellectual property
• Experienced in working with licensing technology specialists in order to guide and shape AVEVAs product security strategies
• Broad understanding of software licensing technology
• Experience of collaborating with international legal/law enforcement organisations/agencies.

Desired skills and Educational Qualification

Education: BA/BS

Experience:

• 5+ years Sales/License Compliance related exp.
• Must be willing and able to travel as needed to achieve objectives.
• Flexibility to work outside standard work hours for home time zone.
• Results oriented, strong verbal and written communication skills, self-aware, strong business ethics
• Proven success in Sales/License Compliance