Rakesh Hosur

Consumption Advisory Manager - License Compliance (SAM) at VMWare

• India
• My current job since April 2012

- Spearheaded software license compliance initiatives, ensuring adherence to software licensing agreements thereby protecting intellectual property and plugging revenue leakage.
- Overseeing/managing the self-reported Software Compliance Reviews for the APJ region.
- The role is to ensure that VMware's Intellectual Property rights are protected, the customers'
software license usage is in accordance with the terms and conditions of VMware End User
License Agreement.
- Engage with customers and internal sales teams to ensure recovery of lost revenue due to
inappropriate software usage/deployment by audit customers.
- Educate the customers and help them understand the core VMware licensing policies
and concepts and the most effective way of using and deploying VMware Software.
- Providing on-demand services like Contract Analysis, License key analysis, and Portal
clean-up.
- Auditing for completeness and accuracy of the data and interacting with customer and
account manager for any clarification on customer Entitlements and usage.
- Consistent interaction with customer contacts directly to help understand any queries
regarding the customer portal.
- Dashboard Management (Tableau Dashboard)- Smooth transition of License Advisory
dashboard to GLM ownership so it is available for use in License Advisory Engagements
Management of Consumption Advisory Team account pipeline tracking and hygiene -
An efficient and effective process for gathering and reporting account status updates. Assisting
with visibility to the upcoming pipeline with the team.
- Analysis of the account IB to enable commercial opportunity targeting with the potential for
License Advisory Engagements

Sr. Financial Analyst (Sr. Reconciliation Analyst) - Global License Management (GLM)
Enterprise License Agreement Analysis & Reporting
 Built and conducted a thorough analysis of the Entitlement Models and summarized data
points critical to understanding customer purchasing history (Using Oracle Apps & Salesforce
tools) for use in software licensing audits.
 Built Deployment Reconciliation reports which are customer-facing and relied upon as the final
official record of a review. (Reconcile customer Entitlements against their deployments)
 Developed comprehensive reconciliations across multiple entities and geographies based on a
detailed understanding of licensing terms and conditions.
 Preparation of pricing matrices to quantify any license and/or support findings from
reconciliation reports.
 Finalized updated reconciliations while minimizing turnaround time, ensuring timely delivery
of completed reconciliations.
 Analyzing customers’ software deployment as reported by customers, auditing for
completeness and accuracy of the data asking questions and requesting clarification of
information provided by customers, and sales representatives.
 Global involvement with License Advisory Managers on ad-hoc requests and analysis
 Accountable for supporting the extended Global License Management Team in all aspects of
software license reviews as needed; translate analysis and results into actionable
recommendations that support decision-making.
 Responsible for delivering high-quality, timely and, efficient reviews of the ELA software
deployment report analyses.
 Researching and identifying purchases made outside of the customer’s ELA contract.
 Analyzing Enterprise License Agreement (ELA) contract terms and conditions to identify
specific terms that affect the analysis and reporting requirements of customer’s software
deployment.
 Coordinating with Auditors (PWC/KPMG/Deloitte) for the reconciliation of the entitlement
summary.