Licensing Consultant

Salesforce•Indianapolis, IN

13h•Hybrid

About The Position

As a Licensing Consultant on the Global Licensing Programs (GLP) team, you serve as a critical strategic advisor and escalation point within the Salesforce Foundations ecosystem—spanning Tableau, CRM Analytics, MuleSoft, Data360, and Agentforce. You are the vital bridge between foundational operations and senior deal architecture. In this dynamic, field-facing role, you will flex across a wide spectrum of complexity: seamlessly blending hands-on tactical resolution with high-level consultative guidance on complex, multi-cloud deals. You will partner with Sales, Legal, Deal Desk, and Product to ensure compliance and drive revenue, while actively shaping the team's knowledge repository and business guides to deliver real-time, scalable solutions for the future.

Requirements

4+ years of experience coordinating complex business processes, with a heavy focus on deal negotiation, risk management, compliance, or enterprise SaaS product implementation.
Bachelor’s Degree or equivalent directly relevant experience required; advanced degree preferred.
Deep, practical knowledge of software licensing models (Subscription, SaaS, Consumption) with proven client- or vendor-side exposure.
Elite written, verbal, and visual communication skills, capable of translating highly technical concepts to all levels of the organization—from operations specialists to Sales VPs.
Use data analysis and visualization to communicate a compelling story and champion data-driven decisions that challenge the status quo.
Operate with a strong sense of urgency and a fluid adaptability, comfortably pivoting from executing a tactical system fix to advising on a multi-million dollar deal structure.

Nice To Haves

Advanced degree preferred.

Responsibilities

Guide the Deal Cycle: Consult directly with Sales, Legal, and peers across P2C including Deal Desk, Sales Ops, and Provisioning, to structure complex, multi-cloud agreements. You will ensure standard and non-standard deals are executed effectively and aligned with licensing policies.
Flex the Complexity: Operate across a fluid spectrum of business needs. You will manage daily, high-priority escalations from our foundational operations team, while simultaneously scaling up to partner with Senior Consultants on critical, high visibility negotiated and enforced agreement structures.
Maintain Tactical Readiness: While your primary focus is consultative, you will remain hands-on in the operational trenches—investigating intricate product implementation issues, identifying non-compliant usage, and maintaining a deep, practical understanding of our systems.
Scale with Modern Tooling: Actively integrate AI and automated workflows into your daily consultation practices to scale your output and ensure the guidance provided to Sales is highly reliable and rapidly delivered.
Lead Process & Projects: Support and lead medium-scale operational improvements and shifts in GTM strategy. You will act as a key stakeholder in executing End of Life (EOL) product transitions, driving compliance campaigns (e.g., Attrition Defense), and enabling feature adoption across the broader GLP organization.
Mitigate Risk & Build Playbooks: Proactively identify trends in licensing escalations. Partner with leadership to create strategies for compliance risk mitigation, translating your frontline observations into new standard operating procedures.
Educate the Field: Identify gaps in our internal knowledge base and actively contribute to the GLP team’s comprehensive licensing training portfolio, delivering enablement sessions to cross-functional partners.
Data-Driven Storytelling: Utilize advanced analytics (Tableau, Data Cloud) to investigate licensing usage and provide programmatic analysis that supports GLP team positions and drives strategic business decisions.
Manage the Narrative: Handle highly nuanced customer-facing and sales-facing context, steering direct conversations to resolve friction and clarify policy without slowing down revenue.