License Compliance Manager, China

Key Responsibilities

• Drive Incremental Business: Analyze telemetry and compliance data to identify unauthorized software usage within corporate accounts, converting these leads into net-new sales opportunities.
• Pipeline Management: Own the compliance revenue pipeline for China, tracking engagement from initial detection to final commercial resolution.
• Customer Negotiation: Lead commercial negotiations with non-compliant organizations, guiding them toward legalization through structured, value-driven sales conversations rather than purely legal escalation.
• Strategy & Market Customization: Develop and execute a localized compliance strategy tailored to the unique legal landscape, business culture, and enforcement mechanisms in China.
• Anti-Piracy Initiatives: Collaborate with local industry associations, legal counsel, and government bodies where necessary to support IP protection initiatives.
• Channel Partner Alignment: Work with local resellers to ensure they are equipped to handle compliance-generated leads and convert them into standard commercial accounts.

Data Analytics & Audit Management

• Audit Execution: Manage soft-audits and formal review processes with corporate clients, ensuring a professional, consultative approach that preserves the brand's reputation.
• Data Utilization: Leverage internal telemetry tools and external data sources to map out high-value compliance targets and prioritize accounts with the highest revenue potential.

Qualifications & Experience

• Education & Experience: Bachelor’s Degree in Business, Law, Information Technology, or a related field; 12+ years of experience in License Compliance, Software Asset Management (SAM), Inside Sales, or Software Business Development within the China market; proven track record of meeting or exceeding revenue targets through compliance or complex commercial negotiations.
• Skills & Competencies: Commercial Mindset: Ability to balance legal IP rights with business acumen, treating compliance as a customer acquisition channel; Strong Negotiation: Exceptional communication skills with the ability to handle high-stakes, sensitive negotiations with C-level executives in Chinese enterprises; Local Market Expertise: Deep understanding of the software purchasing ecosystem, local business etiquette, and IP law frameworks in China; Language: Native fluency in Mandarin and professional proficiency in English are required.