Senior Manager, Partner Sales

Job Requisition ID #

26WD96481

Position Overview

We are seeking an experienced and driven Partner Sales Leader in ANZ to join our APJ Partner leadership team. With expertise in distribution, solutions sales, and transformation, you will play a critical role in shaping and executing Autodesk's business with our Value-Added Reseller channel in ANZ. In this important role, you will develop channel strategies to increase revenue, expand market share, and foster partnerships across the ANZ region. Your understanding of Channel Ecosystem, sales approach, and a track record in driving business transformation will help achieve our goals. You will report to Senior Director, Partner Sales, APJ. We support hybrid working schedule.

Responsibilities

• Develop the Channel strategy in the ANZ region in collaboration with the Global Partner Programs team to achieve growth targets for our business, with a specific focus on optimizing distribution networks
• Lead and motivate ANZ channel team according to Autodesk's Culture Values. Support and develop the team with a culture of collaboration, leadership, and excellence
• Champion Channel Management best practices in the ANZ region and facilitate knowledge sharing with peers in APJ and worldwide, emphasizing the importance of efficient partner ecosystem
• Communicate Autodesk's strategy and direction to partners, establish mutual targets, and review business plans to achieve shared goals
• Embrace a Customer First approach to deliver a world-class customer experience through our channel partners, ensuring our partners meet customer needs
• Identify potential partners, negotiate partnerships, and define & recruit new partners to support business growth and enhance distribution capabilities
• Maintain partner relationships with main partners, being a business consultant to guide their strategic direction and develop an effective ecosystem
• Foster collaboration between partners and internal sales teams, including Regional Sales and Territory Sales, Customer Success, and Renewal sales teams, to improve our reach to market
• Design and implement strategic Channel programs, collaborating with partners, internal sales, and marketing teams for successful execution in ANZ region
• Coordinate with the sales team on reseller engagement, certification requirements, programs, policies, and contract compliance
• Analyse partner training needs and collaborate with external and internal providers to develop training plans
• Increase revenue through indirect channels, supporting Industry Strategic Realization plans within our partner ecosystem. Achieve revenue targets for all product/solution categories including regular forecasting accountability

• BA/BS degree, MBA preferred
• 10+ years of relevant business experience, with at least 3-5 years in a leadership position
• Experience in B2B sales within a technology environment is important
• Demonstrated experience managing Partner sales teams towards defined goals
• Comfortable working collaboratively in a matrixed environment
• Experience in ANZ market is a must for this role

• Regional leadership experience in an international Partner Sales organization within a large technology firm
• Experience managing a Channel team or working in a Channel environment is advantageous
• Experience developing trusted advisor relationships to implement Channel Partner strategies
• Change management experience in a technology environment
• Familiarity with Salesforce.com and other commonly used Sales and Marketing productivity tools