Sales Mediator INDIA

Establish relationships with infringing or non-compliant companies to find in collaboration with partner and License Compliance teams a mutual agreement through a commercial settlement to resolve the matter, and upsell to cover the global customer needs(Please consider this Role description can be applied for both Direct & Indirect Channels in line with Licence & Compliance Business Stream)

• Check Lead information (Amount, Offer, Close Date) with Sales/PSM and License Compliance, then convert the lead.
• Following the context
  • Do not disclose the lead  to the Partner (common decision License Compliance /Inside Sales)
  • Or Assign the lead to the relevant sales manager/partner success management teams (formerly Lead Broking ) and inform the Partner it’s an License Compliance situation for which he will received clear instructions on the next steps

Engage with the non-compliant Customer

•  Engagement to be done in the 24 - 48 hours after the first legal action (letter from Law firm/ License Compliance Investigator) 
• Prepare the customer engagement call by gathering information from 
  • Compliance case
  • Partner on customer history (optional)
• Resolves matters with the company
  • Share only the compliance purchase (# licenses, products & timeframe) 
  • Negotiate compliance purchase (# licenses, products & timeframe) and liaise with partner to get a quote
  • Follow-up discussions with the customer based on the quote
• Escalate to License & Compliance if 
  • Customer is not willing to regularize after 3 weeks of negotiation or attempt to call
  • The customer is asking for technical information you have not been authorized to share 
  • The opposing counsel is leading the negotiation, raising  non-business topics

Close the Opportunity

• On customer willingness to regularize, update the Opportunity accordingly.
• Inform the Partner to collect the PO
• Once PO is closed, inform License Compliance
• On decision (validated with License compliance & Sales/PSM) to not pursue with the customer, close the opportunity with a proper reason.

Option = send a sales Release letter (based on License Compliance template only) to the customer, or ask License Compliance to send a Legal Release Letter