Job Requisition ID #
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作成、維持、成長させてビジネスの成果を上げ、信頼できるテクニカルアドバイザーとして継続的に提案を行います。
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
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• 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。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(またはIT企業として建設業を深く担当してきた経験)。エンジニアリング/デザインの経験もあれば尚可
• 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
Job Overview
This is a technical sales role directly responsible for large-scale accounts. The role entails working with members in other functions to grow the assigned accounts' business and achieve or exceed financial and business objectives.
Job Responsibilities
- Build meaningful and effective relationships with customer representatives, including executives.
- Transform customer challenges and opportunities into business value by leveraging Autodesk's technical solutions to deliver that value.
- Develop effective business plans for customers, create, maintain, and grow opportunity pipelines for assigned accounts, drive business outcomes, and continuously provide proposals as a trusted technical advisor.
- Identify new customers and opportunities by coordinating and leading appropriate resources, forming global virtual teams (sales, support, consulting), and driving business from a technical perspective.
- Contribute to the entire company by participating in core teams, introducing new business ideas, and developing sales tools and new approaches, even beyond assigned customers or regions.
Key Responsibilities
- Develop and manage the technical strategy for assigned accounts: Work with account sales to develop account plans and implement strategies to close business deals.
- Solution Alignment: Provide guidance on defining requirements for sales opportunities, scope documents, user needs assessments, process evaluations, and project assessments. Develop solutions that combine Autodesk's software and services with other resources to meet the technical, financial, and scheduling constraints within the customer's business.
Experience & Skills
- At least 10 years of practical experience in the construction industry (or significant experience supporting the construction industry in an IT company). Experience in engineering/design is a plus.
- Ability to understand the goals of construction companies and stay updated on future industry trends.
- Experience in proposing or driving digital transformation (DX) initiatives in the construction industry.
- Experience in strategic planning related to long-term goals and specific business needs.
- Understanding of IT and digital practices' needs and challenges.
- Sales methodologies or technical sales experience.
- Strong interest and passion for technology.
- Highly motivated, decisive, honest, and business-oriented.
- Experience conducting business activities in English or strong English communication skills.
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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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