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Job Description:
Role Overview
The License Compliance Business Manager for China is a senior commercial role responsible for protecting Intellectual Property (IP) and driving recovery revenue across the China market. You will own the License Compliance ABV target end-to-end, transforming compliance gaps into long-term contract value. This role requires a sophisticated navigator who can manage the technical nuances of software audits or compliance check while leading complex commercial negotiations with enterprise customers to closure in the Chinese business ecosystem.
Key Responsibilities
1. End-to-End Pipeline Management (Initial Profiling to Closure)
- Customer Profiling: Utilize data analytics and telemetry to identify high-propensity compliance risks within the installed base.
- Engagement Strategy: Lead the "initial approach" strategy for customers, ensuring a professional, firm, yet collaborative tone.
- Audit Management: Oversee third-party auditors or internal technical teams to ensure data accuracy and minimize friction during the review phase.
- Contract Negotiation: Lead the commercial resolution of non-compliance findings, converting "back-pay" liabilities into future-looking software subscriptions
- Forecast Management: Assist China LC Lead in overseeing LC specialist team pipeline, and responsible for the LC ABV forecast to senior management
2. Strategic Market Leadership
- ABV Accountability: Take full ownership of the quarterly and annual License Compliance ABV targets for the China region.
- Forecasting: Provide accurate, data-driven revenue forecasts to regional leadership.
3. Stakeholder Collaboration
- Sales Alignment: Partner with Account Executives to ensure compliance engagements support (rather than derail) long-term customer relationships.
- Legal & LC: Work closely with Legal Counsel and Global LC team to ensure all settlements meet local regulatory requirements and corporate revenue recognition rules
Required Qualifications & Skills
- Experience: 10+ years in Software License Compliance, IT Audit, or Complex Enterprise Sales within the China market (preferably within a Tier-1 software firm like Oracle, SAP, Microsoft, Autodesk or Adobe).
- Market Knowledge: Deep understanding of the Chinese business environment, with a focus on Private Enterprises especially high-tech manufacturing sector.
- Negotiation Prowess: Proven track record of closing strategic settlements and managing "difficult" commercial conversations.
- Analytical Rigor: Ability to interpret complex licensing metrics and translate them into financial impact.
- Communication: Fluency in Mandarin (Native level) and English (Professional/Business level) is mandatory.
- Adaptability and Resilience: Capable of operating under high-pressure environments, proactively embracing challenges and adapting to change with agility
Success Metrics (KPIs)
- ABV Achievement: Percentage of the annual recovery target met.
- Conversion Rate: Efficiency of converting a lead from pipeline to closure
- Customer Engagement: Engaging large and complex customer conversations & negotations and drive deal closure
- Customer Retention: Ensuring compliance resolutions result in long-term renewals rather than churn.
Broadcom is proud to be an equal opportunity employer. We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law. We will also consider qualified applicants with arrest and conviction records consistent with local law.
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