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Named Accounts Sales Executive

Company

Autodesk
Address , , Tx
Employment type FULL_TIME
Salary
Expires 2023-07-16
Posted at 1 year ago
Job Description
Job Requisition ID #
23WD70150
Position Overview
At Autodesk, we believe that our success depends on our customer's success - and we deliver technology solutions to help them meet their business objectives. This is a rare opportunity to join our Named Accounts sales team where we focus on building strategic relationships with Autodesk's key enterprise customers.
The Named Account Sales Executive is a key sales role that directly interfaces with large named accounts both domestically and internationally. The Named Account Sales Executive is responsible for growing the business relationship within the Account(s) to meet/exceed financial and business objectives. At the most senior levels, the Named Account Sales Executive will be responsible for achieving sales goals for one or more large global named accounts.
This direct sales role, based in United States, will cover a Tier 1 account that is a part of a cross-industry team spanning our full portfolio - AEC, PD&M and M&E for leading the company in convergence and platform solutions that challenge, support, and grow some of our most strategic customers’ business together. You will have the opportunity to help these influential customers navigate the challenges associated with digital transformation, industry convergence, and the changes to their business.
Responsibilities
Establish Unique Customer Business Value (UBV)
  • Translates customer challenges and opportunities into business value
  • Align with executive led business initiatives
  • Develop important and effective high value relationships
  • Connect customer business issues with Autodesk strategies & capabilities to support, extend, and re-think their initiatives
  • Position Autodesk as a trusted advisor
Account Team Leadership
  • Develop, communicate, and execute customer-specific enterprise level strategies
  • Orchestrate and align resources across the Autodesk matrix
  • Build an effective business and account/customer plan and execute upon the plan
  • Develop and maintain a high performing team
  • Leads the Extended Sales Team - Coordinates, influences and orchestrates all of the appropriate resources for Account and/or Opportunity development, able to build and influence a global/ virtual team (sales, support and consulting), develops strong working relations across GEOs and functions (finance, operations, division, etc.)
  • Conduit to Autodesk product groups and Industry Strategy Marketing to inform and influence decision-making for ours and customer
  • Grow the opportunity pipeline – having and promoting a consumption, expansion, and big idea mindset
  • Effectively communicate vision for account both internal to Autodesk and externally to the customer at all levels
Drive Results
  • Meet/exceed current fiscal year targets (revenue, consumption, billings, major milestones, etc.)
  • Develop effective proposals that maximize individual out of cycle opportunities by linking Autodesk value proposition to customer business goals, issues, and initiatives
  • Achieve high growth revenue and consumption targets from existing and new areas of the business
  • Meets/exceeds annual and multi-year targets (ACV & ARR etc.), maximizes individual sales opportunities
  • Effectively negotiate enterprise contracts and amendments
  • Expand high value relationships and influences including at C-level/board level based on critical aspects and ideas that impact their corporate or divisional strategy and business model, etc.
  • Ensure best in class forecasting
  • Attention to delivering ROI and value delivered
  • Grow faster than the competition – gain of market share, use cases, and new personas
  • Plan, execute, and realize tier 1 extraordinary long-term high growth
Minimum Qualifications
  • Proven direct sales track record in quota carrying roles with large enterprises
  • Thorough sales process and account planning skills (e.g., Target Account selling, Solution Selling, Value Based Selling, and SSN, or similar methodologies)
  • 7+ years of proven experience in a quota carrying sales role, exceeding a seven-figure quota in a direct large Enterprise software sales environment, preferably in the Architecture, Engineering & Construction Industry, Design & Manufacturing, Media & Entertainment, or a closely related Software/SaaS industry demonstrating the UBV, leadership, and comparable driven results
  • Strong sales process and account planning skills
  • Strong team selling and leadership skills
  • Strong executive selling and relationship experience
The Ideal Candidate
  • Executes Strong Business Practices - Provides timely, accurate and detailed forecasts, effectively leverages chosen sales processes, tools and methodologies, provides effective internal information as requested (i.e. Ops reviews, customer info…), constructs internal/external presentations in an effective and professional manner
  • Drives Business Results –Meet/exceeds annual and fiscal year targets and multi-year objectives for extraordinary high growth
  • Has a tier 1 mindset with demonstrable results for consumption, expansion, and exceeding customer expectations and contribution to growing their business
  • Develops Accounts - Develops important and effective relationships within the account including key executives, translates customer challenges and opportunities into unique business value, ensures the Autodesk team delivers business value to the Account(s), builds effective customer/ account & business plan and execute upon the plan, builds, maintains and grows an opportunity pipeline within account,
  • Effective meeting planning to drive business results and makes continuous improvement in moving Autodesk from vendor to a business and platform partner
  • Creates effective proposals that link our solution to the customer business. Leverages our pricing, packaging and business models to maximize returns and unique business value. Effectively negotiates all customer agreements
  • Contributes to the Broader Autodesk Team - Makes contributions to Autodesk outside of Account(s)/territory, for example participates on core team, brings new idea into business and develops sales tools or new approaches
#LI-HK1
Click below to learn more about our benefits in the US.
https://benefits.autodesk.com/

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.
Are you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site). If you have any questions or require support, contact
Autodesk Careers
.
Salary is one part of Autodesk’s competitive package. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $217,200 and $330,000. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries and/or OTE for sales roles, we also have a significant emphasis on annual cash bonuses, stock grants, and a comprehensive benefits package.