License Compliance Manager, China

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Job Description

As the License Compliance Manager for China, you will be responsible for protecting the company’s intellectual property (IP) and transforming non-compliant software usage into a strategic revenue driver.

Unlike traditional enforcement-only roles, this position requires a commercial, data-driven professional who can leverage license compliance data to identify business opportunities, drive incremental revenue recovery, and upsell legitimate solutions to corporate customers in China. You will collaborate closely with local Sales, Legal, and Channel Partner teams to convert compliance infractions into positive, long-term commercial relationships.

1. Revenue Recovery & Commercial Conversion

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.

2. Strategy & Market Customization

China-Specific Compliance Strategy: 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.

3. 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.

Key Performance Indicators (KPIs)

ABV Recovered: Direct revenue generated via license compliance conversions.

Conversion Rate: Percentage of non-compliant accounts successfully converted to legal, paying customers.

Pipeline Velocity: Time taken from identifying an infraction to closing the legalization sale.

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.