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Sales License Compliance Specialist
3 weeks ago
Advisory Services and ARR Preservation Specialist, SEA
PTC Inc.
is a global technology company that provides software solutions for product lifecycle management (PLM), industrial IoT, augmented reality (AR), and CAD design. License Compliance and Advisory Services at PTC Inc. is part of the Sales Organization in APAC and is an overlay role. This is an opportunity to join the SEA License Compliance team.
The team's goal is to underpin the success of the sales team in each region by ensuring customers are correctly licensed for the PTC products they are using. As part of our engagement, we help customers derive maximum value from our software while ensuring appropriate use of PTC Inc.'s intellectual property.
Additionally, this role is responsible for driving ARR preservation by implementing customer retention strategies, optimizing product engagement, and reducing churn across key accounts. Collaborate cross-functionally to enhance upselling opportunities and improve net revenue retention. Leverage data insights to proactively identify risks and ensure long-term subscription growth.
You will be reporting directly to Director, License Compliance, APAC.
What you'll be doing
- Measured against the 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 timescales and against targets
- Actively communicate and negotiate with customers' executive teams to address license compliance issues
- Identify licensing shortfalls, offer licensing expertise, and assist 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
- Conduct 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
- Responsible for contributing to the region's overall plan
- 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 Need to Succeed
A minimum of 8 years of professional experience is required, including several years in a license compliance role within a software vendor or partner organization in the APAC region. Ideal candidates will have a background in conducting license compliance reviews, managing anti-piracy initiatives, and handling contractual matters—preferably within a software company or a Big Four consulting firm. Strong knowledge of compliance methodologies, licensing frameworks (including ELAs and EULAs), and proficiency with software compliance tools is essential. A deep understanding of software licensing models, coupled with the ability to manage complex engagements while maintaining a high standard of customer experience, is critical to success in this role.
Key Qualifications and Competencies
- 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
- Candidates should ideally be educated to degree level (preferably university level)
- Solid expertise in intellectual property knowledge and hands-on software licensing 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 solve 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
- Passion, grit, and a desire to WIN. Self-motivated and comfortable working in a high-performance sales culture with a proven track record of exceeding targets
