Mgr, Software Licensing 4

Our Company
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The Opportunity

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.  

What you'll be doing

• 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.
• Team Management:
• Leadership Skills: Develop your leadership style to motivate and guide your team. Encourage collaboration and open communication.
• Training and Development: Provide ongoing training to keep your team updated on the latest software, sales techniques, and industry trends.
• Performance Metrics: Set clear goals and performance metrics to evaluate team effectiveness and encourage accountability.

What you'll need

You'll need relevant 10+ experience in a similar license compliance role, gained at another vendor or partner. Experience preferably gained performing license compliance reviews, anti-piracy, and/or contracts work in a similar software company or in the Big 4 consulting companies. You'll have knowledge of various compliance methodologies including using software tools for compliance reviews, licensing contracts (including Enterprise license agreements and EULAs). Understanding of software licensing models is extremely important as is the ability to project manages the engagement within a positive and professional customer experience. 

• 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

Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.
 

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Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.