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Software Licensing Manager

IBM

Posted on December 3, 2019

2 - 3 years Casablanca - Morocco

Any Graduation. Any Nationality

Opening 01

Job Description

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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 IBM s 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


IT - Software Services

Engineering

Desired Candidate Profile


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)

Keywords

Software Licensing Manager

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IBM


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