Sales Executive, License Compliance Americas

Hexagon add text

About Us:

Hexagon is a leading global provider of information technologies that enhance productivity and quality across various industries, including agriculture, power, safety, infrastructure, surveying and construction, aerospace, automotive, metals, and mining. Our solutions integrate sensors, software, domain knowledge, and customer workflows into intelligent information ecosystems that connect the real and digital worlds.

Position Overview:

The Sales Executive, License Compliance AMER, will secure Hexagon's intellectual property rights for its software licenses. This role involves identifying and qualifying license compliance opportunities, leading strategy development, and resolving compliance issues. The Sales Executive will nurture executive relationships and engage with multiple internal and external stakeholders.

Reporting Line:Reports to the Regional Sr. Manager of Global License Compliance at Hexagon Manufacturing Intelligence

Key Objectives:

Secure intellectual property rights for Hexagon MI's software licenses

Manage an individual quota and deliver incremental business growth

Handle license compliance escalations

Optimize collaboration between compliance, sales, and channel teams to achieve customer satisfaction and increase revenue

Main Responsibilities:

Handle a high volume of license compliance leads, communicating with customers to uncover issues, ensure they understand the intellectual property or contractual violation, negotiate resolutions, and agree on commercial closures.

Develop, execute, and monitor License Compliance Campaign strategies to meet and exceed revenue plans.

Drive inbound and conduct outbound calls on compliance targets.

Manage approximately 50 opportunities on a quarterly basis.

Directly negotiate license compliance settlements and timelines for purchase with customers.

Initiate warning letters or audit requests with customers and guide them through the audit process. Present audit findings and negotiate resolutions.

Maintain basic knowledge of HMI products, competition, and industry trends, along with understanding project delivery methods.

Have a clear understanding of software licensing models, license agreements, and contracts.

Understand the legal compliance framework and exercise high-level judgment. Develop and communicate both written and oral messages to persuade customers to purchase software licenses and address liability problems if remaining non-compliant.

Successfully mitigate complex pushback from customers regarding compliance situations.

Use Salesforce.com to track all leads, opportunities, activities, and results.

Collaborate with Territory Sales for cross-selling or up-selling as appropriate and establish collaborative relationships with territory sales teams to engage them with compliance customers and assemble alternate proposals to resolve compliance issues.

Identify and qualify license compliance and extended rights opportunities.

Resolve compliance issues, balancing customer relationships and maximizing the value of Hexagon MI's Intellectual Property Rights.

Collaborate with Regional Sales and Finance teams to develop and execute programs driving compliance and audit pipelines.

Educate target accounts on software licensing and conduct account planning for strategic compliance deals.

Protect Hexagon's IP and ensure customer compliance.

Uncover and manage sales cycle-based opportunities.

University degree (Master's/Bachelor's) in Economics, Law, Computer Science, or a relevant field.

Languages:

Native English

Spanish/Portuguese/French is a plus

Professional Experience:

Experience with software license audits in an enterprise environment

Minimum of 8 years of IT business experience

Experience in selling and managing software licenses

Comfort and experience with senior executive audiences and legal teams during negotiations and settlements

Knowledge of compliance regulations

Competence in collaborating with diverse stakeholders, including regional sales and business units

Personal Attributes:

Strong negotiation skills

Professional and mature customer interfacing profile

Experience in adversarial situations

Highly organized and effective in a complex matrix environment

Energetic and goal-oriented

Join Hexagon and contribute to a team that transforms industries with cutting-edge information technologies. Apply now to become part of our mission to connect the real and digital worlds!

AtHexagon Manufacturing Intelligence, our spirited energy and engagement are evident in our commitment to our work, passion for what we do and the speed by which we achieve it. Here you will find the opportunity to build your career, develop professionally, and explore opportunities across a large, diversified company that prides itself on its innovative spirit and commitment to integrity. We strive to attract the most talented and dynamic individuals in their fields because our success is in our people! Our culture encourages independent thinking and a team mentality. And we offer a competitive benefits package that's second to none!

Benefits:

Exceptional Medical, Dental, Vision insurance

Health Savings Accounts with employer contribution (HSA)

Flexible Spending Accounts (FSA)

401k Plan with generous employer match

Generous Paid Time Off (PTO)

Employee Assistance Program

Paid Parental Leave

Tuition Reimbursement

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