Position Overview
Partner with Named Account Sales Executives to grow our AEC (Architecture, Engineering, & Construction) business. You will translate customer business issues into technical solutions with your experience, in-depth knowledge, practical skills, and vision of Engineering Design and Construction. Engagements will require important skills such as vision to plan an account strategy, industry experience, sales process knowledge, understanding of Autodesk tools and how customers will receive value.
This is a remote role where you will need to travel to Customer sites and Autodesk sponsored events. You will report to your Technical Sales Manager.
Responsibilities
Customer Planning
In partnership with sales executives, develop all technical aspects of the account plan and support execution on the agreed upon strategies for closing business for a specific set of accounts.
- Lead whitespace development to uncover new opportunities within current account set
- Engage with sales and customer success teams for execution
- Engage and contribute to the account planning process
Customer Closure
Align with customer decision makers to secure technical closure of the proposed solutions:
- Develop and deliver proposals and demonstrations which relate to customer’s business issues
- Understand, position, and sell Autodesk’s unique value in sales situations
- Capture metrics for quantifying and justifying the customer’s return on investment to support impact on customer’s goals and outcomes
- Evaluate customer’s business initiatives and demonstrate how Autodesk offerings align
- Be the primary technology expert, in the account teams you work with, who brings leadership to customer planning and engagement. Build the technical business case for Autodesk solutions through discovery and solution fit using discovery workshops and solution building with the customer. Position Autodesk technology as an enabler for driving the outcomes that solve their business issues
- Provide guidance in the formulation of requirements definitions, scope documents, user needs studies, process assessments and project assessments for sales opportunities. Use Autodesk software and services together with other resources to develop solutions that satisfy technical, fiscal and schedule constraints within the customer’s business
- Present discovery findings and solutions to our customers
Manage technical relationships that:
- Collaborate with internal subject matter experts to provide the right knowledge to the customer during sales engagements
- Find and develop advocates within the account to influence the success of Autodesk’s solutions
- Demonstrate expertise to the customer to differentiate Autodesk through our vision to become a partner of theirs
- Collaborate with our Customer Success teams to ensure customer satisfaction and adoption
- Deliver compelling presentations and messaging that achieve results from the executive-level down
- Communicate Autodesk’s competitive positioning with customers
- Understand and lead awareness of customer’s successes for realization of future value
- Stay current with industry and global trends, and develop new ideas to achieve revenue growth
- Influence product development through customer feedback and identified business opportunities
Minimum Qualifications
- Bachelor/Masters in Engineering, Construction Management, or equivalent discipline.
- 7+ years of relevant experience
- Manage workload independently and balance priorities
- Requirement: travel up to 30-50% (air and car) to customers and Autodesk sponsored events.
- Preference will be given to candidates with experience in horizontal infrastructure, and construction management