Job Requisition ID #
23WD67219
Role/Purpose
The Technical Solutions Executive partners with the Mid-Market Accounts Sales Executive to drive incremental annual recurring revenue (ARR) by translating a Mid-Market Account customer's business challenges into technical solutions that deliver business outcomes. Responsible for driving expansion and long-term partnerships in accounts by gaining a clear understanding of a customer's environment, challenges, and requirements.
Principal Duties and Responsibilities:
- Account Plan Development and Management: In partnership with Mid-Market Accounts Sales Executives, validate customer success plan and executes strategy/tactics for closing business and driving expansion. Coordinates with global account resources (such as the Customer Success Manager) on account strategy and customer initiatives. Uses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategies.
- Customer Relationship Management: Develops required knowledge of customers' business processes, workflows, and technical requirements to build "trusted advisor" relationships with customers. Maintains a comprehensive understanding of the business processes, technology trends, and workflows, within the AEC domain, to provide insight and guidance required to position the value of current and new Autodesk solutions. Demonstrates thought leadership at the customer to differentiate Autodesk and gain acceptance that Autodesk is a long term solution provider.
- Technical Discovery & Value Engineering: Leads and manages technical discovery. Provides leadership and guidance in formulating requirements definitions, scope documents, the user needs studies, process assessments and project assessments for sales opportunities to help make business cases and drive ROI. Leads or facilitates Value Engineering workshops of varying sizes to help uncover business issues/drivers/initiatives and uses this information to help connect with Autodesk solutions to deliver business outcome value. Leverages Autodesk software, applications, and services together with other resources to develop innovative solutions that satisfy technical, fiscal and scheduling constraints within the customer's business.
- Customer Closure: Responsible for aligning with key customer stakeholders to secure business and technical closure of the proposed solution. Manages technical evaluations, defines solution architecture, facilitates product demonstrations, "pilot" projects, 3rd party engagements etc. Provides technical validation and assesses feasibility, correctness and completeness of proposed solutions; applies best practices in solving business problems. Assesses and directs customers regarding strategic product issues involving license deployment, licensing structures and license management to maximize customer satisfaction and product revenue.
- Collaboration: Develops and maintains trusted working relationships with the sales force and adjacent business resources (sales management, consulting, business development, global technical sales, marketing). Oversees and guides these resources within outlined account objectives to ensure customer satisfaction and business closure, coordinate global strategy and account coverage, and support broader decision-making whilst enhancing the customer experience with Autodesk.
- Internal Leadership: Shares best practices, competitive information, innovation, and thought leadership within the sales organization, product divisions, and technical sales organization locally and globally. Interacts and communicates with the various business units of Autodesk to ensure that Mid-Market Accounts needs are met. Provides answers and shares knowledge on technical product and integration information
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Minimum Qualifications
- A Degree in Engineering from a reputed institute
- 7-10 years of Experience in the AEC Industry.
- Strong Knowledge of Autodesk Solutions for design like Revit, Civil3D and Autodesk construction cloud.
- Knowledge of Autodesk Architecture Engineering & Construction (AEC) product portfolio.
- Advanced knowledge of BIM and Industry workflows.
- Prior experience in customer-facing presales/Technical Sales Specialist roles would be an added advantage.
Personal Attributes
- Effective communications in an unstructured setting (meetings, demos, conversations, conference calls, etc.)
- Ability to multi-task between initiatives and consistently produce quality deliverables with minimal supervision.
- Develops good working relationships with customer team members at all levels.
- Proactively seeks ways to expand technical knowledge.
- Assumes responsibility/accountability for the delivery of all technical engagements in the account.
- Adapts to customer/partner needs and culture.
- Motivates others and creates a participative work environment.
- Effective planning, development and execution of presentations
- Effective planning and execution of meetings
- Works effectively in a team environment - is respectful and cooperative with others
At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.
Are you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site). If you have any questions or require support, contact Autodesk Careers.
Salary is one part of Autodesk's competitive 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.