Software Licensing Manager

22 hours ago

Sandton, South Africa IBM Full time

**Introduction**
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

**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 skills characteristics that are similar to those of the Industry Software Sales Specialist focused on in depth knowledge of Software Asset Management (SAM) as well as discussions about liability, value and T's & C's with senior customer executives in the C suite.

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

**Required Technical and Professional Expertise**
The role is to manage the software licensing review opportunities in a defined territory. It is a Specialty Sales job with skills characteristics that are similar to those of the Industry Software Sales Specialists focused on in-depth knowledge of Software Asset Management (SAM) as well as discussions about liability, value, and T's & C's with senior customer executives in the C suite.

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 license 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 the 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 approachability 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

**Preferred Technical and Professional Expertise**About Business Unit**

Are you craving to learn more? Prepared to solve some of the world's most unique challenges? And ready to shape the future for millions of people? If so, then it's time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make

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