Senior Business Development Executive (Infrastructure)

Job Requisition ID #

26WD99097

Position Overview

The Senior Business Development Executive is a strategic role in the sales organization that directly interfaces with large firms and their ecosystem supply chains. This work falls into two broad categories, fueling growth with our largest enterprise accounts through actionable thought leadership and scaling growth through the industries of our customers. The Senior Business Development Executive influences the decision makers at our largest clients and with the owners of projects and puts Autodesk in the middle of our customers' supply chains, positively impacting enterprise accounts. This is not a supporting or technical overlay role - this role is expected to operate as a trusted industry thought partner to executives, shaping ecosystem direction and unlocking new markets.

Responsibilities

• Engaging with our Enterprise Accounts customers to build relationship and influence decision makers
• Collaborate with Autodesk internal teams, customers, and other relevant industry ecosystem stakeholders to develop, execute and scale industry ecosystem strategic engagements to drive growth
• Coordinating with Global Business Development's efforts within the region primarily focused on the infrastructure industry
• Influence customer business initiatives and influence our customers' decision-makers through actionable thought leadership
• Develops essential and effective relationships with executive-level / senior-level Infrastructure industry customers and personas
• Translates customer business initiatives, challenges, and opportunities into unique business value for Autodesk, ensuring the Autodesk team delivers Business Value to their client account(s)
• Perform as the "Thought Leader" for "Digital Transformation" industry processes and represent Autodesk, Autodesk technology, and Autodesk interests with customers, industry associations, Autodesk events, and conferences
• Develop and execute ecosystem strategic programs at customers, owners, Infrastructure industries, and associations: run programs to influence the customers of our customers, and the supply chains of our customers. Engagements should produce tangible outputs (e.g., artifacts, strategy docs, next steps) with measurable downstream impact
• Develop and execute new growth opportunities for Autodesk
• Assist customer teams in achieving growth and revenue targets with existing and new customers; work closely with Sales, Technical Solution Engineers, Autodesk Consulting, Customer Success Managers, and Support Specialists on identifying and qualifying opportunities
• Drive strategic imperatives to maximize the impact of Autodesk customers on the entire industry ecosystem
• Acts as a translator and connector across customers, partners, Sales, and Product within Autodesk
• Ensures consistency of Industry approach for Field stakeholders, including Sales Management, Enterprise Account Sales, Territory Sales, and Overlay Product Sales Teams
• Partners with Industry Strategy and Product teams and provides valuable information for mid & long-term strategy
• Understand competitive landscape and where it makes sense for Autodesk to have a distinctive point of view for customers
• Active leadership and visibility in industry councils, standards bodies, and external communities

• 10+ years direct experience working in the Infrastructure industry and/or related sales or business development experience
• Credible and experienced with business & technology trends in Autodesk target industries:
  
  
  • Possesses knowledge of typical customer pain points associated with the industry
  • Is familiar with modern and agile processes in the Infrastructure world and understands the asset lifecycle process from design to operations
  • Excellent understanding of technology trends in the Infrastructure industry
  • Experienced with, and able to present digital transformation and platform use cases
• Ability to lead strategy-level conversations with owners and C-suite stakeholders and to shape executive thinking, influence investment decisions, and drive directional change
• Strong communication and presentation skills; ability to communicate at multiple levels of a client organization
• "Challenger & change maker mentality" capable of delivering "Thought Leadership" POV to decision makers
• Hungry to have a positive impact on Autodesk business
• Experience with or insights on competitors (e.g., Procore or similar ecosystem players) preferred
• Acts proactively, thoughtful, decisively, and with integrity
• Strong team player & strong collaboration skills, able to bring people together
• Strong networking skills
• Strives for continuous improvement through change management
• A proven track record in attaining results as part of a team
• Excellent emotional intelligence
• Demands, shares, and rewards success
• Travel: 10 days / month on average

• Strategic Business Development: Develops and drives areas of business growth at all levels from our customers to their eco-systems, their industries, and global presence
• Industry Knowledge: Knowledge of an organization's industry group, economic & technology, challenges, regulatory considerations, and trendsetters
• Business Acumen: Knowledge of business concepts to enable sound decisions and business change in the context of our customer's business outcomes and Autodesk growth
• Innovation: Develops and drives new ideas, technology and initiatives that improve an organization's performance
• Influencing: Ability to inspire and influence through knowledge of effective tactics and strategies; ability to impact the decisions of Executive personas within an organization