License Compliance Manager, China

About This Role

• 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.
• Key Responsibilities 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.
• 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.
• We will also consider qualified applicants with arrest and conviction records consistent with local law.
• If you are located outside USA, please be sure to fill out a home address as this will be used for future correspondence.