[Hiring] License Compliance Manager @ECI Software Solutions

Role Description

ECI Software Solutions is seeking a motivated and commercially minded License Compliance Manager to join our Manufacturing division. The License Compliance Manager will be responsible for identifying, developing, and managing software license compliance opportunities across ECI's manufacturing customer base. This role will work closely with the existing Compliance team, Account Management, Sales, Finance, Legal, and other internal partners to ensure customers are operating within the terms of their Software License Agreements while creating a professional and constructive path toward resolution when compliance issues are identified.

This is both a proactive and reactive role. The successful candidate will actively analyze the customer base and uncover potential compliance opportunities while also taking ownership of opportunities identified and referred by Account Managers, Sales representatives, or other internal teams.

The role requires strong business judgment, analytical ability, customer communication, negotiation skills, and the ability to balance customer relationships with ECI's contractual and commercial interests.

Key Responsibilities

• Compliance Opportunity Development:
  • Proactively identify potential software license compliance opportunities across the ECI Manufacturing customer base.
  • Develop strategies and campaigns designed to uncover new compliance opportunities and expand the overall compliance pipeline.
  • Partner closely with Laurie and the broader Compliance organization to prioritize accounts, share best practices, and increase overall team productivity.
  • Review customer licensing, usage, contractual information, maintenance records, and other available data to identify potential discrepancies or compliance concerns.
  • Respond quickly to compliance opportunities referred by Account Management, Sales, Customer Success, Professional Services, Finance, or other internal teams.
  • Maintain a healthy pipeline of active compliance opportunities and consistently work toward monthly, quarterly, and annual performance expectations.
• License Reviews and Customer Engagement:
  • Plan and conduct software license reviews to determine whether customer usage is consistent with applicable Software License Agreements.
  • Perform license reconciliations through interpretation of license agreements, purchase history, maintenance records, system usage, and other relevant information.
  • Validate findings and prepare clear compliance assessments for internal review and customer presentation.
  • Lead customer conversations regarding compliance findings in a professional, factual, and solutions-focused manner.
  • Work with customers to understand the circumstances behind identified discrepancies and establish an appropriate path toward resolution.
  • Clearly communicate ECI licensing requirements and provide licensing education to customers when needed.
• Commercial Resolution and Negotiation:
  • Partner with Account Management, Sales, Finance, Legal, and leadership to determine the appropriate commercial resolution for identified compliance issues.
  • Develop and present proposals designed to bring customers into compliance while preserving the long-term customer relationship.
  • Lead or support negotiation discussions with customers, including senior and C-level stakeholders.
  • Drive opportunities through the full process from initial identification and investigation through proposal, negotiation, contracting, and closure.
  • Maintain appropriate urgency and follow through to prevent compliance opportunities from becoming stagnant.
• Pipeline Management and Internal Partnership:
  • Help to maintain accurate opportunity information, next steps, close dates, values, and customer activity within Salesforce.
  • Provide clear visibility into compliance pipeline, forecast, risks, opportunities, and expected outcomes.
  • Partner closely with Account Managers and Sales leadership to ensure compliance opportunities are handled consistently and effectively.
  • Educate the broader sales organization on common compliance indicators and how to identify potential opportunities within their customer accounts.
  • Establish strong communication with Account Management so referred opportunities receive timely follow-up and Account Managers remain informed throughout the process.
  • Participate in regular pipeline, forecast, and strategy discussions with Compliance and Account Management leadership.
• Process Improvement:
  • Identify opportunities to improve compliance tools, reporting, workflows, and processes.
  • Collaborate with internal teams to increase automation and improve the ability to identify potential compliance opportunities at scale.
  • Develop repeatable best practices for researching, qualifying, engaging, and resolving compliance opportunities.
  • Provide regular reporting and insights regarding pipeline generation, conversion, bookings, customer trends, and recurring compliance themes.

Success Measures

• Compliance pipeline generated.
• Compliance bookings and revenue delivered.
• New opportunities proactively identified.
• Effective conversion of opportunities referred by the Sales and Account Management organizations.
• Pipeline accuracy and opportunity progression.
• Timeliness of customer engagement and resolution.
• Quality and accuracy of compliance assessments.
• Strong partnership with Account Management, Sales, Finance, Legal, and other internal stakeholders.
• Continued improvement of compliance processes and opportunity identification.

Qualifications

• 3 or more years of relevant experience in software licensing, license compliance, software sales, account management, contract management, or a related discipline preferred.
• Strong understanding of software licensing concepts and the ability to interpret Software License Agreements and contractual language.
• Demonstrated ability to identify commercial opportunities and move them from discovery through resolution.
• Strong analytical and research skills with exceptional attention to detail.
• Strong negotiation skills and comfort navigating complex customer conversations.
• Excellent written and verbal communication skills.
• Confidence engaging with senior and C-level customer stakeholders.
• Strong organizational skills with the ability to manage multiple active opportunities and priorities simultaneously.
• Ability to work independently while collaborating effectively across multiple internal teams.
• Strong business judgment and the ability to balance contractual requirements, customer relationships, and commercial outcomes.
• Experience using Salesforce or another CRM platform preferred.
• Experience within ERP, manufacturing software, SaaS, or enterprise software is preferred.

Ideal Candidate

The ideal candidate is naturally curious, commercially driven, analytical, and comfortable initiating difficult conversations when necessary. They do not wait for compliance opportunities to arrive. They actively look for them, investigate them, and develop a strategy for moving them forward.

They can work effectively with customers while protecting ECI's contractual interests, and they understand that successful compliance management is not simply about identifying an issue. It is about creating a fair, fact-based resolution that strengthens the customer relationship while delivering appropriate value to ECI.

This individual will work closely with the existing Compliance team and the broader Account Management organization to help build a scalable, proactive compliance motion across the Manufacturing customer base.