Sales Executive, New Business

Job Requisition ID #

Position Overview

The Sales Executive - New Business is a field-based role responsible for identifying, pursuing, and securing business opportunities with customers who have not previously engaged with Autodesk's product suite. They actively prospect for new opportunities, leveraging leads qualified by the Sales Development team. Their goal is to convert these opportunities into successful business projects that drive customer satisfaction and contribute to Autodesk's business goals. This role demands strategic territory management and a strong emphasis on building relationships and closing sales. 
 

Responsibilities 

• Sales Strategy Implementation: Develops and executes territory-specific plans to expand the customer base in untapped markets. This includes a deep understanding of customer needs, demonstrating product benefits, and effectively closing deals. The Executive ensures alignment with Autodesk's overarching strategy 

• Prospecting and Lead Generation: Engages new customers through a variety of channels including inbound leads, networking, and social media. The Executive is responsible for lead generation and nurturing prospects through the sales funnel to achieve higher conversion rates

• Managing Customer Relationships: Establishes initial contact with potential customers, identifies their needs, and customizes solutions specifically for them. Through persuasive presentations and robust follow-ups, the Executive aims to build lasting relationships and address any customer concerns promptly

• Market Analysis: Keeps abreast of industry trends, market activities, and competitors to pinpoint opportunities and anticipate challenges. This involves continuous learning through professional development and staying connected within the industry network

• Collaboration with Internal and Partner Teams: Collaborates with internal teams such as technical sales, customer success and marketing to ensure cohesive customer experiences. This also involves working closely with partners to maximize customer value and engagement

• Sales Reporting and Pipeline Management: Maintains and reports sales metrics to leadership, ensuring that data within the CRM tool is current. The Executive uses this data for strategic decision-making, forecasting, and performance monitoring 

• One Autodesk Approach: Collaborate with different internal customer-facing teams, including Business Development, Technical Sales, Customer Success, Marketing, and Partner Management, to align strategies and ensure seamless customer experiences. Foster relationships with our partners to ensure that they are engaged and provide the maximum value to our customers. Prepare a defined number of customers for handoff to expansion sales teams and partners to capture continued growth 

Minimum Qualifications

• 5+ years’ strategic sales experience selling SaaS/Cloud-based solutions in the field 

• Experience in new customer / new logo acquisition 

• Experience in Outcome-based Solution Selling 

• Business fluency in English, additional languages is a plus 

• Demonstrated ability to exceed sales targets and quotas (specifically tied to new logo acquisition)

Preferred Qualifications

• 7+ years’ strategic sales experience in SaaS/IT industries

• Experience creating strategic plans in a matrixed organization 

• Proven sales record in quota carrying roles managing a pipeline as an individual contributor  

• Strong sales and account planning process (Target Account selling, Value Based Selling, Situational Sales Negotiation, or similar methodologies) 

• Strong leadership capabilities and experience directing multiple internal teams toward common or shared goals and outcomes

The Ideal Candidate

• Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Some barriers to entry exist at this level

• Solve complex problems that require in-depth evaluation of variable factors by taking a broad perspective to identify the best approach and innovative solutions

• Work independently, with close guidance in only the most complex or unusual situations​

• Distinguished by additional specialized knowledge in breadth and/or depth, as well as a record of success in sales. Viewed as an expert in the field. May have a leadership role. Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Has expert level knowledge of company products and services an