License Compliance Inside Sales Representative, Italy hos Autodesk


 
Job Description - License Compliance Inside Sales Representative, Italy (19WD33612)
Job Description

License Compliance Inside Sales Representative, Italy19WD33612Europe, Middle East and Africa-Spain-Catalonia-Barcelona
License Compliance Inside Sales Representative, Italy
Location: Barcelona- Spain
Job ID: 19WD33612

Position Overview

We are looking to hire an Inside Sales professionals to join a hugely successful team focused on the Autodesk License Compliance business. To be successful in this role we need people with a sales or license compliance background and experience of driving high velocity sales activities. Individuals who thrive in having challenging customer conversations and have the zest to drive new business opportunities would be a strong fit for this role. These roles are based out of Barcelona and local language skills based on the sales territory will be required.

Responsibilities

  • Initiates audit requests with Autodesk customers and leads customer through the audit process. License Compliance Sales Executives present audit findings to customers and negotiates acceptable settlement purchases and time frames for purchase execution
  • Uses Autodesk License Compliance analytics tools and databases to search for and investigate License Compliance prospects
  • Engages customers at the CXO level to gain their cooperation and participation in a compliance audit process
  • Lead negotiator on SMB to large compliance deals
  • Develops negotiation plans using Situational Negotiation Skills and templates. Has the ability to deliver unpopular results and messages as well as handle impassioned discussions and negotiations around non-compliance matters
  • Critical thinking skills to apply Autodesk licensing rules to various customer software deployments
  • Ability to direct 3rd party audit firms, work in Autodesk accounts maximizing results and minimizing time spent and audit firm billable hours
  • Ability to successfully mitigate complex pushback by customers regarding participation in audit process and refuting of audit results
  • Leverages strong communication skills across multiple teams at Autodesk (Territory, Industry, Major Account Sales, Technical Specialists, Channel Management, and Legal) to ensure alignment on License Compliance engagements
  • Uses CRM tools to track leads, opportunities, activities and results; updates field sales on results and generates visibility on call activity and lead tracking for sales and marketing effectiveness reports
  • Uses lead tracking tools to forecast compliance sales on a regular basis. Utilizes Autodesk customer self-audit process document, targeted account selling, Situational Negotiation Skills and forecasting guidelines to categorize leads according to quality of the lead; accurately forecasts against plans and targets
  • Assists Value Added Resellers in providing customer quotes to satisfy compliance purchases, proposals, order forms and product information. May also drive sales through web based discovery calls and presentations
  • Responsible for cross-selling or up-selling as is appropriate
  • Works with field sales staff or resellers to manage opportunities, account resource allocation, account strategy and closing sales
  • Maintains basic knowledge of Autodesk products, competition and industry trends along with understanding project delivery methods
  • Understands how to build a sales pipeline (using Google alerts, Hoovers, McGraw Hill and other online resources) to prospect strategic opportunities; effectively move prospects through the sales cycle and drive revenue
  • Pro-actively establishes collaborative relationships with vertical sales teams and partners engaging them with compliance customers to assemble alternate proposals to resolve compliance issues

Minimum Qualifications

  • Native Italian and fluent English language skills
  • Inside sales/office-based sales experience
  • Polished professionalism with above average organizational, planning, communication, and problem solving skills
  • Proven ability to collaborate with virtual team members
  • Excellent written and verbal communications skills
  • Experience and comfort with communicating and negotiating at executive level
  • Ideally a previous experience in License compliance
  • Proficient in utilizing various CRM tools (i.e. Salesforce.com, Siebel, etc.)
  • Must be highly motivated, tenacious, and a self-starter

About Autodesk

With Autodesk software, you have the power to Make Anything. The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It's disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity. Our software is used by everyone - from design professionals, engineers, and architects to digital scientists, students, and hobbyists. We constantly explore new ways to integrate all dimensions of diversity across our employees, customers, partners, and communities. Our ultimate goal is to expand opportunities for anyone to imagine, design, and make a better world.
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At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.
To all recruitment agencies: Autodesk does not accept unsolicited headhunter and agency resumes. Autodesk will not pay fees to any third-party agency or company that does not have a signed agreement with Autodesk, Inc.

 

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