Territory Account sale Executive

Position Overview

With Autodesk software, you have the power to Make Anything. The future of making is here, bringing with it radical changes in the way things are designed, made, and experienced; disrupting every industry including architecture, engineering, construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity. Our software is used by everyone - from design professionals, engineers and architects to digital scientists, students, and hobbyists. We constantly explore new ways to integrate all dimensions of diversity across our employees, customers, partners, and communities. Our goal is to expand opportunities for anyone to imagine, design, and make a better world.

The Mid Market Accounts (MMA) Territory Account Sales Executive is responsible for expanding new businesses and renewals in key accounts to meet/exceed financial and business objectives. This job is assigned a sales quota and performance is measured by meeting or exceeding quarterly and annual targets by up-selling, add-on sale, and cross-selling. This position reports to an Industry Sales Manager and will work closely with our Inside Sales Team, Autodesk Channel Partners, and Autodesk Field Sales.

Responsibilities

• Generate new business by creatively expanding existing accounts
• Proactively own renewals in key accounts
• Evaluate and prepare business plans for each assigned account. This involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans
• Develop important and effective relationships within the account including Key Executives and translate customer challenges and opportunities into unique business value
• Ensure the Autodesk team delivers Business Value to the Account(s), builds effective Account Business plan and execute upon the plan, builds, maintains and grows opportunity pipeline within Account(s), uses sound call planning to drive business results and makes continuous improvement in moving Autodesk from vendor to trusted advisor
• Manage accounts through entire sales process; Outside field sales position, physically at customer location for business development, prospecting and specifications through contract negotiations, signing, and post-sales support
• Deliver an accurate weekly, monthly & quarterly forecast of business
• Partner collaboratively with channel partners in order to understand their business, creatively adopt programs to drive new revenue, and expand business partner relationships
• Reach out and provide regular customer feedback to the product, industry & strategic marketing teams to help identify product strengths and areas of improvement
• Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on “C” and enterprise level negotiations
• Sell complex service engagements and creatively seek alternative solutions where necessary
• Be a Trusted Adviser for customers and identify win/win situations
• Help customers and the company develop success reference stories
• Solve complex problems that require in-depth evaluation of variable factors by taking a broad perspective to identify the best approach and innovative solutions
• Work independently, with close guidance in only the most complex or unusual situations
• Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise
• Responsible for selling the company’s products or services, developing new accounts and/or expanding existing accounts. Has a leadership role with large, complex, high visibility, strategic, or tactically important accounts
• Determines methods and procedures on new assignments and may coordinate activities of other personnel (Team Lead)

Minimum Qualifications

• You have at least 10+ years of experience in transactional SaaS sales
• You are results-driven and have a consistent track record of exceeding quota
• You are analytical, detail-driven and a master multitasker
• You are entrepreneurial and thrive in a dynamic environment

Preferred Qualifications

• Distinguished by specialized knowledge demonstrates deep expertise across a broad range or within a specific domain, with a proven record of success in sales; recognized as an expert in the field
• May take on a leadership role; brings wide-ranging experience and applies professional concepts aligned with company objectives to resolve complex issues in creative and effective ways
• Possesses expert-level knowledge of Autodesk products and services and may be responsible for introducing new products to customers and teams