Named Account Sales Executive

Job Requisition ID #

Position Overview

At Autodesk, we believe that our success depends on our customers' success, and we provide technology solutions and services that support critical outcomes for our customers. The Named Account Sales Executive (NASE) is a team leader and strategic planner that focuses on our customer's needs by connecting to the value of Autodesk solutions. You will help our customers navigate the challenges associated with digital transformation and industry convergence for all that they make, including some of the essential technologies that power the cloud, devices that simplify your life, and platforms behind well-known brands. As a NASE, you will lead an extended sales and customer success team in developing strong long-term business relationships with specific Named Accounts while meeting/exceeding financial and business objectives. Team members include Technical Solution Executives, Customer Success Managers, Technical Account Specialists, Inside Sales Renewal Reps, Inside Sales Expansion Reps, Global Business Development reps, Sales Operations, Consulting Project Managers, Consulting Services delivery partners, Enterprise Account Sales Executives, Enterprise Development Executives, and product overlay roles.

You will report to the Senior Named Accounts Manager, AEC and can be remote in the United States.

Responsibilities

• Evaluate and prepare accounts plans for each named account. You will evaluate the customer profile, creating value messaging and targeting main steps needed to implement the account plans

• Prospect into your accounts and their subsidiaries to identify new opportunities

• Negotiate deals and contracts at multiple levels within the account, with primary focus/importance on "C" and enterprise level negotiations

• Develop important relationships within the account including Executives and translate customer challenges and opportunities into unique value

• Manage accounts through entire sales process; Outside field sales position, physically at customer location for business development, prospecting, and specifications through contract negotiations, signing, and post-sales support

• Deliver an accurate weekly, monthly & quarterly forecast of business

• Coordinate the efforts of your extended team including the Autodesk Partners, Technical Specialists, and others, helping you focus on the actions which will create the largest impact

Establish Unique Customer Value

• Develop important Business relationships

• Align with executive-led plans

• Translate customer challenges into value

• Position Autodesk as a trusted advisor

• Displace embedded competitors

Account Team Leadership

• Develop customer-specific enterprise-level strategies

• Maintain multi-year business plans

• Orchestrate resources across the extended team

• Communicate at all levels internally and at the customer, including C-level

• Embed a continuous improvement mentality

Sales Excellence

• Achieve high-growth revenue and usage targets

• Create value-focused proposals

• Grow a multi-year sales pipeline

• Ensure accurate forecasting

• Negotiate enterprise contracts

Minimum Qualifications

• 12+ years quota carrying software sales or customer success

• Platform sales experience

• Experience with large enterprises and global accounts

• History of navigating complex contract negotiation

• Understanding of the AEC eco-system, platform (PaaS) sales

• Experience leading matrixed teams

The Ideal Candidate

• Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways

• Recognized as experts within a discipline, applies working knowledge of the theories and concepts in other related disciplines​

• Lead the resolution of complex problems within own discipline, often with the need to integrate cross-functional processes and outcomes

• Provide input to functional strategies related to own discipline​

• Influence leaders within own function to adopt solutions, establish priorities, and allocate resources​

• The most senior level individual contributor sales account manager. Viewed as an expert by the company and in the field. Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goal