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Licensing Manager

3 months ago

Mumbai, Maharashtra, India Adobe Full time

JOB LEVEL

P40

EMPLOYEE ROLE

Individual Contributor

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. This is an opportunity to join the India LM team based at Mumbai.

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

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

Internal Opportunities

Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We're glad that you're pursuing a new opportunity at Adobe

Put your best foot forward:

1. Update your Resume/CV and Workday profile – don't forget to include your uniquely 'Adobe' experiences and volunteer work.

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3. Check out these tips to help you prep for interviews.

4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll.

Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you're looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity and affirmative action employer. We welcome and encourage diversity in the workplace regardless of gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other characteristics protected by law.

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