• Software License Compliance Manager

    Location UK-Remote
    Job ID
    2018-3383
    Category
    Inside Sales
    Position Type
    Regular Full-Time
  • Overview

    This is the most exciting role you’ve probably never heard of.

    It is estimated that as much as 40% of global enterprise software revenue is derived from the resolution of non-compliance. So who’s collecting that $170 Billion? This is an opportunity to join one of the industries’ highest performing license compliance teams.

     

    Challenging and highly rewarding, the Software License Compliance Manager (CM) at Quest will test their commercial, project management, and negotiation skills daily. The role will develop unparalleled skills in discovering, negotiating and closing some of the largest and most challenging deals in the software industry, arising from over-deployment, misuse, and piracy of software.

     

     

     

                  

     

    Responsibilities

    The CM is the project manager of an audit and lead negotiator in the resolution of a compliance issue. Using data analytics and intelligence form the Sales organization you will build a pipeline of audits by determining which customers represent the highest of non-compliance and initiating audits. 

     

    Internal and external auditors support your effort and are responsible for collecting and analyzing the data needed to determine license compliance . You are however responsible for managing the velocity of  data collection and overcoming objections and delays.  You must navigate quickly through those that are legitimate concerns as well as those that could possibly be artificial and simply a barrier to disclosure

     

    When a compliance issue discovered it is your responsibility to connect with all internal stakeholders and develop the negotiation strategy and roles for resources outside of the Compliance Department - such as Sales or Legal.  You are the subject matter expert in intellectual property rights and responsibilities, contract, and equity.  You are the lead in architecting fair and consistent remedies of what invariably constitute the largest deals in the industry. 

     

    You will work closely with and guide the Sales organization to train them to spot potential non-compliance, and will develop a regular communication cadence to hear what they have recently observed.  You may build campaigns based on particular verticals or related companies.

     

    You will convey and present contractual information and audit reports to a wide audience of customer roles; you must be able to sufficiently understand contracts, technical data, and Intellectual Properly to convey this information in a manner that all can understand.

    Requires the ability to work on many deals simultaneously, handling adversarial conversations in a firm but professional and calm manner.

    Be able to develop a deep understanding of the company’s products and technical aspects of installation, audits, and entitlement reviews.

    Qualifications

     

    • Academic – first or upper second class degree in law or a related subject from a top 25 UK university (or equivalent foreign university)
    • Emotional IQ – Demonstrable ability to influence others and win champions
    • Initiative – Has demonstrated the aptitude to adapt / react to unexpected / challenging situations

    Character:

    • Honest, Resilient, and Motivated both professionally and personally
    • Coachability
    • Must evidence learning from previous roles and personal challenges and how they adapted grew.

    Track Record:

    • Minimum of two years’ experience (ideally 4+) in any commercial role that demonstrates the aforementioned characteristics and skills
    • >100% achievement against target for consecutive years
    • New business mind-set

    Something Special:

    • Must stand out as an individual (ran a marathon, started a business, won awards etc.)
    • Identified Goal
    • Must have a clear goal (monetary, professional, personal, other)

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