Regional Manager - Licensing Management

About the role

Adobe's License Management team is part of the DME Sales Organization in APAC. The team's goal is to underpin the success of the sales team in each region by ensuring customers are correctly licensed for the Adobe products they are using. As a part of our engagement we help customers to derive the maximum value from our software, while ensuring appropriate use of Adobe's intellectual property. This role is dynamic and fast-paced; dealing with customers across the region and across segments; from media to financial services and public sector. We are a cross-functional team offering a variety of compliance, risk consulting services and advice to customers in cloud licensing. This is an opportunity to join the India LM team based at Mumbai.

Responsibilities

• Measured against number of completed on-site and mid to large scale reviews of customers, reconciling their software deployment and license entitlement records
• Drive license reviews to completion within the shortest possible time-scales and against targets.
• Actively communicates and negotiates with customers' executive team to address license compliance issues
• Identifies licensing shortfalls, offers licensing expertise and assists with general software asset management for internal stakeholders
• Provide reporting and maintain systems regarding license review activity
• Identify greenfield opportunities and develop a list of target accounts
• Audit findings closure negotiations with customers
• Develop actionable, strategic sales closure plans for compliance accounts
• Build executive & mid-level relationships within IT (CIO/CTO) to support the sales team in closure stage
• Overachieve revenue quota contributing to the region's overall plan
• Build team brand and personal brand by achieving top internal/external customer service.
• Utilize Salesforce for end to end pipeline management by building strong working relationships with the various sales teams and field customer success teams

Requirements

• Strong analytical skills
• Ability to adapt style to the audience
• Strong written and presentation skills
• Ability to effectively plan and prioritize own time against objectives and deadlines
• Ability to thrive under pressure
• Candidates should ideally be educated to degree level (preferably University level)
• Solid expertise of intellectual property knowledge, software licensing hands-on know-how
• Experienced in collaborating with multiple functional teams including sales/solution consulting, partners etc.
• Demonstrated business acumen, must be able to build business cases that solves our customer's compliance challenges
• Strong and proven sales track record in closing complex audits
• Must have a strong understanding and experience in managing long-term and complex sales cycles, as well as closing significant opportunities
• About Adobe
• Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impa

Additional Information

Performs software license reviews and audits to ensure customers are in compliance with product usage agreements. Act as a liaison between manufacturing/duplication, manufacturing support, sales, customer services and legal in usage versus agreement reconciliation. Assist with the development and implementation of procedures for targeted renewal, review and/or audits of license compliance reviews. Audits and researches discrepancies. Provides licensing education to internal and external customers as needed. May require travel to customer sites to install usage measurement scripts and to better understand customer's IT environment. Verifies accuracy of software measurement usage against enterprisewide or site licensing agreement (ELA) or software license agreement (SLA). Analyzes usage data and prepares compliance reports for management.

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