Director of New Business Sales, APJ

Job Requisition ID #

26WD98121

Position Overview

The Director of New Business leads a team of Account Executives focused on identifying, pursuing, and securing business opportunities with new customers. The role involves guiding the team to prospect actively, leverage leads, and convert opportunities into successful business projects that meet Autodesk's quarterly and annual goals.

Responsibilities

• Guide the team in building and maintaining relationships with new customers
• Discover, document, and maintain customer business initiatives (CBIs)
• Develop strategic customer plans
• Coach team members to prioritize and justify business initiatives based on expected commercial benefits
• Conduct in-depth analyses and present potential returns on investment
• Align initiatives with prospective customers' strategic goals and CBIs
• Develop team skills in establishing communication and engagement with customers
• Provide personalized solutions that address customer problems and add value
• Ensure team members tailor offerings to customer needs and highlight the value of Autodesk solutions
• Support the team in reaching mutually acceptable agreements with prospective customers
• Involve in discussions, bargaining, and compromise on terms such as pricing, delivery schedules, and payment terms
• Oversee proposal preparation and submission in response to RFPs
• Foster collaboration within the team and with the extended Autodesk team, including Business Development, Technical Sales, and Marketing
• Drive proactive Account Planning with Autodesk Partners
• Lead the team in identifying and prioritizing customers within assigned territories
• Make strategic trade-offs between opportunity value, customer propensity to buy, and deal velocity to achieve revenue goals

• Develop and execute strategic plans to acquire new customers and meet sales targets
• Ensure the team works effectively with a qualified list of prospective accounts
• Build and manage relationships with decision-makers at new businesses
• Guide the team in establishing and maintaining a robust sales pipeline
• Align Autodesk's product suite with customer outcomes
• Lead market analysis to stay informed of industry trends, market activities, and competitors
• Identify opportunities and key issues that can be addressed with Autodesk offerings
• Foster close collaboration between the sales team and internal customer-facing teams
• Ensure alignment of strategies and seamless customer experience
• Track, analyse, and report sales metrics regularly to inform strategic decisions and forecasts
• Monitor and measure the sales performance of the team and division

• Experience in leading sales teams and managing business development activities
• Strong background in strategic planning and execution
• Proficiency in sales forecasting and metrics analysis