Job Requisition ID #23WD69591Position OverviewAs a Technical Solutions Executive (TSE), you are one of the key factors of success for Autodesk Construction Solutions (ACS). You will partner with Global Named Account Sales Executives to drive revenue by working with key customers providing consumer goods to entertainment products to the general public, developing strategies to help grow their business and streamline their capital planning initiatives. Coming from the industry, you’ll utilize your experience to identify and uncover our customer’s business needs, develop a strategy, prove value, with the ultimate goal of delivering business outcomes for our customers. In doing this you’ll also develop long-term partnerships in accounts by gaining a clear understanding of a customer’s environment, challenges, and requirements. All while being a part of a bigger, hardworking and fun-loving Technical Sales organization.*Open to remote candidates based in the United StatesResponsibilitiesAccount and Expansion PlanningIn partnership with the Autodesk Construction Solutions Named Accounts Sales Executives, develop and execute on account specific expansion plans which include strategy and tactics for closing business and driving expansion in alignment with the identified customer business initiatives (CBIs) and will include cross-product selling opportunities within accountsCoordinates with global account resources for both ACS and WWS (such as Customer Success Manager and Account Executive) on account strategy and customer initiativesEffectively works within a team environment consisting of the entire Autodesk account team, including preconstruction workflow specialists, business development representatives, customer success teams, and partners to provide technical closureUses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategiesParticipates and drives account quarterly business reviews (QBRs) and/or executive briefings, aligning with key customer stakeholdersCustomer Relationship ManagementDevelops required level of knowledge of customers’ business processes, workflows, and technical requirements in order to build “trusted advisor” relationships with customersMaintains a comprehensive knowledge of business processes, technology trends, and workflows within their domain of expertise, to provide insight and guidance required to position the value of the Autodesk Construction CloudEnsures efficient customer handoffs between the pre-sales team and adoption/deployment teams post-salesDemonstrates thought leadership at the customer to differentiate Autodesk and gain acceptance that Autodesk is a long-term solution providerDelivers Autodesk Construction Cloud internal product roadmaps with customers and relays customer feedback to the ACS product teamTechnical Discovery & Solution FitLeads and manages technical evaluation process and assessments including either remote or on-site documented discoveryProvides leadership and guidance in the formulation of requirement definitions, scoping documentation, user needs studies, process assessments and project assessments for sales opportunities to help make business cases and drive ROIHappy to lead or facilitates the discovery workshops of varying sizes to help uncover business issues/drivers/initiatives and use of this information to help connect with Autodesk solutions to deliver business outcome valueLeverages Autodesk software, applications, and services together with other resources to develop innovative solutions that satisfy technical, fiscal, and schedule constraints within the customer’s businessTechnical ClosureResponsible for aligning with key customer stakeholders to secure business and technical closure of the proposed solution within Autodesk Construction CloudProves value in managing technical evaluations, defining solutions architecture, facilitating tailored product demonstrations, “pilot” projects, 3rd party engagements, etc.Provides technical validation and assesses feasibility (‘go/no go’), correctness and completeness of proposed solutions; applies best practices in solving business problemsAssesses and directs customers regarding strategic product issues to maximize customer satisfaction and product revenueDocuments quantifiable pain as identified in before scenarios, technical decision criteria, and metrics used in the evaluation within Salesforce and within provided collaborative technologies, such as PandaDocsCollaborationDevelops and maintains trusted working relationships with the ACS sales force and adjacent business units such as the Autodesk Worldwide Sales (WWS) team, specifically aligning with the WWS Named Accounts teamsWorks closely with adjacent business resources (e.g. sales management, deployment, adoption, business development, global technical sales, and marketing) participating in, but not limited to the following: Collaborate with ACS product “centers of excellence”, Customer Success programs such as Voice of the Customer, coordinate with deployment teams to implement proposed solutions, and coordinate with ACS marketing for product launches and go-to-market messaging strategyOversees and guides these resources within outlined Named Accounts ensuring objectives are satisfied and ensure customer satisfaction and business closureCoordinates global strategy and account coverage along with support broader decision making in conjunction with enhancing the customer experience with AutodeskInternal LeadershipShares best practices, competitive information, innovation, and thought leadership within the sales organization, product divisions, and technical solutions organization locally and globallyResponsible for collaborating with competitive intel business groups and training the various technical solutions teamsParticipates in strategic speaking engagements at high profile trade shows, conferences, or internal Autodesk events working in collaboration with ACS marketing teamsInteracts and communicates with the various business units of Autodesk Construction Solutions to ensure that Named Accounts needs are metProvides answers and shares knowledge on technical product as well as integration informationParticipates in mentorship and on-boarding of new ACS technical sales professionals during their first six weeksEstablishes and maintains industry leadership through comprehensive, in-depth knowledge of the technologies of her/his domain, and insight into the industry practices, business processes, applications, and solutions the domain impacts and is impacted upon by the global technology marketplaceInfluences industry ecosystems through the following activitiesLeveraging social media networks, sites, and tools to build personal and Autodesk brand to establish credibilityDeveloping/delivering presentations to user groups and one-to-many, scalable approachesParticipating in regional/national conferences by developing and delivering presentations or workshops consistent with Autodesk messagingParticipating in professional or domain specific associationsMinimum Qualifications5-8+ years of experience in the AEC industryGeneral understanding of SaaS Technology and SalesAre results-driven and has a consistent track record of successful projectsHungry, humble, and smart with advanced soft skillsAnalytical, detail-oriented and a master multitaskerA technology ‘guru’ who can easily distill complex workflows / solutions for various audiencesYou’re an overall genuine person and team player who’s forward-thinking and passionate about moving the industry forwardEntrepreneurial and thrive in a dynamic environmentAbout Autodesk Construction Solutions Autodesk has fully reimagined the construction business for the digital age, enabling company/ies to address the most important challenges they face today while preparing for new ways of working in the future. The Autodesk Construction Solutions (ACS) portfolio connects the office, trailer and field so customers can move seamlessly through each phase of a building’s lifecycle — from design and preconstruction to construction, turnover and operations — with best-in-class solutions that include Assemble Systems, BIM 360, BuildingConnected and PlanGrid. General contractors, subcontractors, and owners around the world rely on ACS to win more work, enhance collaboration, speed decision-making, reduce risk, and improve overall project outcomes.#LI-JG1#accjobsClick below to learn more about our benefits in the US.https://benefits.autodesk.com/ 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. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $176,600 and $255,640. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries and/or OTE for sales roles, we also have a significant emphasis on annual cash bonuses, stock grants, and a comprehensive benefits package.
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