18 days old

Software/Compliance Licensing Manager

Johannesburg, Gauteng 2001
  • Job Code

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 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

Additional Skills (can be learned while on the job)
  • 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.

Required Technical and Professional Expertise
At least 5 years experience in applying knowledge and expertise with software products and contracts
At least 5 years experience in developing customer relationships
At least 5 years experience in leading external negotiations
At least 5 years experience in applying knowledge and expertise with software pricing
Readiness to travel 25% annually
English: Fluent

Preferred Technical and Professional Expertise
Bachelor's Degree
At least 7 years experience in developing customer relationships
At least 7 years experience in leading external negotiations
At least 7 years experience in applying knowledge and expertise with software pricing

About Business Unit
IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The companys Global Markets organization is a strategic sales business unit that manages IBMs global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

Your Life @ IBM
What matters to you when youre looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM
IBMs greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement
For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM
Affirmative Action and/or EE candidates will be given first preference as per our employment equity strategies.



  • Computers Software and Hardware
Posted: 2019-10-05 Expires: 2019-11-04

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Software/Compliance Licensing Manager

Johannesburg, Gauteng 2001

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