Job Summary
This role is responsible for driving software licensing compliance and subscription revenue growth, and will work closely with the Legal, Sales and Customer Success teams to identify and address unauthorized use of software, engage customers in compliance discussions, negotiate licensing resolutions, and convert non-compliant users into legitimate subscribers.
The successful candidate will combine strong commercial negotiation skills with knowledge of software licensing models, customer relationship management and compliance processes.
Key Responsibilities
Compliance Investigations
- Partner closely with the Legal team on compliance investigations and enforcement activities.
- Identify organizations potentially using unlicensed, under-licensed, or unauthorized versions of the company's software.
- Ensure all compliance actions are aligned with company policies and legal requirements.
- Review software usage data and compliance reports.
- Analyze customer environments to identify licensing gaps and risks.
Customer Engagement & Negotiation
- Conduct compliance discussions with customers professionally and consultatively.
- Educate customers on software licensing requirements and subscription benefits.
- Negotiate commercial settlements, licensing agreements, and subscription contracts.
- Resolve licensing disputes while maintaining positive customer relationships.
- Handle escalations and complex customer negotiations.
- Build strong relationships with key customer decision-makers.
Revenue Generation
- Develop and execute compliance engagement strategies to convert non-compliant customers into licensed subscribers.
- Drive revenue growth through software license regularization and subscription sales.
- Manage compliance-related sales opportunities from identification through closure.
Legal & Cross-Functional Collaboration
- Support legal reviews of settlement agreements and licensing contracts.
- Maintain accurate records of compliance cases, customer communications, and resolution activities.
- Track compliance conversion metrics and revenue performance.
- Collaborate with Sales and Customer Success to drive successful compliance outcomes.
- Act as a trusted advisor on software licensing and compliance matters.
Requirements
- Bachelor's Degree in Business, Sales, Information Technology, Legal Studies, or related field
- 5years of experience in enterprise software sales, licensing, compliance, software asset management, or account management
- Experience in negotiating commercial agreements and contracts
- Experience working with enterprise customers and multiple stakeholders
- Knowledge of SaaS subscriptions, software licensing, or software asset management is highly preferred
- Must be able to travel to regional offices (20% - 40%)
Skills & Competencies
- Strong sales and revenue-generation mindset
- Excellent negotiation and influencing skills
- Ability to manage difficult compliance conversations professionally
- Strong stakeholder management and relationship-building capabilities
- Knowledge of software licensing models and subscription businesses
- Analytical mindset with the ability to interpret usage and compliance data
- Strong communication and presentation skills
- Ability to work effectively with legal and sales teams
- Strong understanding of the Intellectual Property (IP) protection
- Ability to convert confrontation into commercial opportunity
- Ability to negotiate settlements without damaging long-term relationships
- Ability to influence C-level executives
