Job Description

AVEVA is creating software trusted by over 90% of leading industrial companies.

Position Title: Partner Commercial Manager, Anti-Piracy/License Compliance

Location: Key AVEVA Offices in India (Hybrid)

Reports to: VP, Partner Sales APAC

The Job:

Develop and execute strategies to ensure the revenue generation of AVEVA’s 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 AVEVA’s 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 AVEVA’s 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 AVEVA’s revenue, and protect AVEVA’s intellectual property

  • Experienced in working with licensing technology specialists in order to guide and shape AVEVA’s 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

    • Commercial at AVEVA

    Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions.

    If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team.

    Find out more:

    India Benefits include:

    Gratuity, Medical and accidental insurance, very attractive leave entitlement, emergency leave days, childcare support, maternity, paternity and adoption leaves, education assistance program, home office set up support (for hybrid roles), well-being support

    It’s possible we’re hiring for this position in multiple countries, in which case the above benefits apply to the primary location. Specific benefits vary by country, but our packages are similarly comprehensive.

    Find out more: aveva.com/en/about/careers/benefits/

    Hybrid working

    By default, employees are expected to be in their local AVEVA office three days a week, but some positions are fully office-based. Roles supporting particular customers or markets are sometimes remote.

    Hiring process

    Interested? Great! Get started by submitting your cover letter and CV through our application portal. AVEVA is committed to recruiting and retaining people with disabilities. Please let us know in advance if you need reasonable support during your application process.

    Find out more: aveva.com/en/about/careers/hiring-process

    About AVEVA

    AVEVA is a global leader in industrial software with more than 6,500 employees in over 40 countries. Our cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life – such as energy, infrastructure, chemicals, and minerals – safely, efficiently, and more sustainably.

    We are committed to embedding sustainability and inclusion into our operations, our culture, and our core business strategy. Learn more about how we are progressing against our ambitious 2030 targets: sustainability-report.aveva.com/

    Find out more: aveva.com/en/about/careers/

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