Job Requisition ID #

24WD81460

Position Overview

The Industry Territory Sales Executive identifies, pursues, and secures business opportunities with customers who have not previously engaged with Autodesk's product suite or have a very low Annual Operating Value (AOV). You prospect for new opportunities and leverage leads qualified by the Business Development team, turning those opportunities into new business projects that delight customers and exceed Autodesk's quarterly and annual business goals. You will Identify and target new business opportunities by researching potential clients recognizing opportunities where our products add value. You will use multiple channels such as inbound qualified leads, networking, account-based marketing and social media outreach

• Acquire net new customers - Working with a qualified list of prospective accounts in an assigned territory, you will develop and execute strategic plans to acquire a defined number of new logos and achieve sales targets to expand our customer base in untapped territories
• Account & Relationship Management - engage with new customers to build relationships and discover, document, and maintain customer business initiatives (CBIs) to create and implement strategic customer plans
• Build & Manage Customer Relationships Establish and foster relationships with decision-makers at new businesses that are not yet customers of Autodesk. Develop a robust sales pipeline by working backwards from the customer outcomes and positioning Autodesk's product suite. Delivering compelling sales presentations to showcase the value proposition
• Select and Justify Business Case - prioritize one of the Focus Sales Plays and justify a connected business initiative based on its expected commercial benefit, including conducting in-depth analysis, presenting potential returns on investment, and aligning the initiative with prospective customer's strategic goals and initiatives (CBIs)
• Deal Negotiation Discussing terms and closing deals that are agreeable to both the client and the company
• Market Analysis - Keep a pulse on industry trends, market activities, and competitors to identify opportunities and key issues that can be solved with Autodesk offerings and creating tailored sales strategies that address the needs and pain points of each potential client
• Sales Strategy Implementation: Leverage Autodesk's strategy to develop territory-specific plans to achieve sales targets and expand our customer base in untapped markets. This includes understanding customer needs, demonstrating how our products meet these needs, and closing deals
• One Autodesk approach: Collaborate with different internal customer-facing teams, including Business Development, Technical Sales, customer success, marketing, and partner management, to align strategies and ensure a seamless customer experience. Foster relationships with our partners to ensure that they are engaged and providing the maximum value to our customers. Prepare a defined number of customers for handoff to expansion sales teams and partners to capture continued growth
• Drive Account Planning with Autodesk Partners and leverage their capacity and capability to deliver customer outcomes
• Track sales metrics and report data to leadership. Use this data to inform strategic decisions and forecasts

• 5 - 10 years' experience selling SaaS/Cloud-based solutions in the field
• Experience in new customer / new logo acquisition
• Experience selling with / through channel and engaging channel to grow the business
• Experience in Outcome-based Solution Selling
• Business fluency in English