Software licensing manager - Casablanca, IBM

Software licensing manager

26/11/2019 Casablanca IBM


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Your Role and Responsibilities
The role is to manage the software licensing review opportunities in a defined territory. It is a Specialty Sales job with basic skills characteristics that are similar to those of the Industry Software Sales Specialist.
The primary objectives are to protect IBMs intellectual property and retain customer satisfaction. To achieve this, Software Licensing (SWLC) works primarily with IBM's intellectual property audit partners, KPMG and Deloitte, to undertake software licence reviews of IBM Software's customers.
The following skills and characteristics should be demonstrable.
Pipeline Management
· Discipline to analyse, identify and qualify software licensing review targets within an assigned territory
· Project management skills to drive on-time delivery of review activity with audit partners
· Maintain a regular stream of review activity to support achievement of financial objectives
· Strong team-working to establish credibility with peers in client management and software sales
· Ability to communicate with senior/exec management (Industry Execs and Business Unit Director)
Managing a sales cycle to closure in accordance with CVM
· Maturity and confidence to build working relationships with senior customer executives in potentially confrontational scenarios/managing conflicts
· Structured, fact-based approach ability to work in details: to closing licensing settlements on a repeatable basis in accordance with CVM and proven experience of signing $1m+ transactions
· Leadership of Team IBM to ensure that ownership of the licensing opportunity is retained within the Software Licensing organisation
· Negotiation skills to reach a principled settlement
· Commercial contracts experience, particularly with software licensing agreements, to enable effective influencing of the client and IBM
Required Technical and Professional Expertise
· Knowledge and experience of selling using IBM Software Terms and Conditions including ESSOs.
· Broad knowledge of IBM software portfolio and/or detailed knowledge of specific products and their licensing terms.
· Broad or deep knowledge of one or more industries would help provide insight and affinity with the client and IBM teams.
· Tri-linguality (French - English - Arabic)
Preferred Technical and Professional Expertise
About Business Unit
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Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.
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