Technical Sales Executive

24WD80634

This is NOT an open position. Please submit your CV here for future consideration.

職務概要】

大規模アカウントに直接対応する技術営業職です。他役割のメンバーと共に担当アカウントのビジネス関係を成長させ、財務およびビジネス上の目標を達成し上回ることを職責とします。

【職務内容】

エグゼクティブを含むお客様の担当者と有意義かつ効果的な関係を築きます。また、お客様の課題や機会をビジネスバリューに変換し、私共がその価値を提供できるようにオートデスクのテクニカルソリューションに落とし込みます。お客様のために効果的なビジネスプランを策定し、担当アカウントのオポチュニティパイプラインを構築、維持、成長させ、良好なコールプランニングを活用してビジネスの成果を上げ、信頼できるアドバイザーとして継続的な改善を行います。

タイムリーで正確かつ詳細なフォーキャストを提供し、営業プロセス、ツール、方法論を有効に活用します。要望に応じて、有効な社内情報(オペレーションレビュー、顧客情報など)を提供し、効果的かつプロフェッショナルな方法で社内外向けのプレゼンテーションを作成します。

新規顧客や機会を見出すために、適切なリソースを調整/リードし、グローバルを含むバーチャルチーム(セールス、サポート、コンサルティング)を構築し技術的観点からビジネスを推進します。

コアチームに参加したり、新しいアイデアをビジネスに持ち込んだり、セールスツールや新しいアプローチを開発したりするなど、自分の担当以外のお客様や地域であっても会社全体に貢献できるように働きかけます。

• 担当アカウントの技術戦略の策定と管理: アカウントセールスと協力して、アカウント計画を開発し、ビジネスを締結するための戦略を実施

• ソリューションの適合: 営業機会に対する要件の定義、スコープドキュメント、ユーザーのニーズ調査、プロセスの評価、およびプロジェクトの評価の策定にガイダンスを提供します。Autodeskのソフトウェアとサービスを他のリソースと組み合わせて使用し、お客様のビジネス内での技術的・財政的、およびスケジュールの制約を満たすソリューションを開発

【経験・スキル】

• 建設業における少なくとも10年の実務経験。エンジニアリング/デザインの経験もあれば尚可 (またはIT企業として建設業を深く担当してきた経験)

• 建設業界企業の目標を理解し、将来のトレンドについての知識を維持する能力

• 建設業界企業のDX推進を提案、または自ら推進してきた経験

• 長期の具体的な目標と特定のニーズに関する戦略的計画の経験

• ITおよびデジタルプラクティスのニーズと課題の理解

• セールス手法または技術セールスの経験

• テクノロジーに対する興味・情熱を持っていること

• 高い意欲と決断力、誠実さ、ビジネス志向があること

• 英語でのビジネス活動の経験、または英語によるコミュニケーション能力

Position Overview

This is a technical sales position directly dealing with large accounts. The responsibility is to grow the business relationships of the assigned accounts along with other role members and achieve and exceed financial and business goals.

Requirements

You will build meaningful and effective relationships with client representatives, including executives. Additionally, you will convert client challenges and opportunities into business value and translate that value into Autodesk's technical solutions. You will develop effective business plans for clients, build, maintain, and grow the opportunity pipeline for assigned accounts, leverage good call planning to achieve business outcomes, and continually improve as a trusted advisor.

You will provide timely, accurate, and detailed forecasts, and effectively use sales processes, tools, and methodologies. As needed, you will provide effective internal information (such as operational reviews and customer information) and create professional presentations for both internal and external audiences. To discover new clients and opportunities, you will coordinate/lead appropriate resources and build virtual teams (sales, support, consulting) including global ones to drive business from a technical perspective.

You will also contribute to the entire company by participating in core teams, bringing new ideas to the business, developing sales tools, and new approaches, even for clients and regions outside your own responsibilities.

• Formulation and Management of Technical Strategy for Assigned Accounts: Collaborate with account sales to develop account plans and implement strategies to close business.

• Solution Fit: Provide guidance in defining requirements, creating scope documents, user needs analysis, process assessments, and project evaluations for sales opportunities. Combine Autodesk software and services with other resources to develop solutions that meet the technical, financial, and scheduling constraints within the client's business

Minimum Qualification

• At least 10 years of practical experience in the construction industry. Experience in engineering/design is also preferred (or deep involvement with the construction industry as an IT company).

• Ability to understand the goals of construction industry companies and maintain knowledge of future trends.

• Experience in proposing or driving DX promotion for construction industry companies.

• Experience in strategic planning for long-term specific goals and specific needs.

• Understanding of the needs and challenges of IT and digital practices.

• Experience in sales methods or technical sales.

• An interest and passion for technology.

• High motivation and decisiveness, integrity, and business orientation.

• Experience in conducting business activities in English or communication skills in English.

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Learn More

About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – our Culture Code is at the core of everything we do. Our values and ways of working help our people thrive and realize their potential, which leads to even better outcomes for our customers.

When you’re an Autodesker, you can be your whole, authentic self and do meaningful work that helps build a better future for all. Ready to shape the world and your future? Join us!

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, we also have a significant emphasis on discretionary annual cash bonuses, commissions for sales roles, stock or long-term incentive cash grants, and a comprehensive benefits package.

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Diversity & Belonging
We take pride in cultivating a culture of belonging and an equitable workplace where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging

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