AEC Federal Technical Solutions Executive

Job Requisition ID #

Position Overview
Partner with Account-based sales executives and Channel Partners to lead new sales growth in our Federal U.S. Government customer space. Translate customer business issues into technical solutions through the application of experience, in-depth knowledge, practical skills, innovative thinking, and vision of assigned industry(s). Engagements will require important skills such as vision to plan an account strategy, industry experience, sales process knowledge, understanding of Autodesk tools and how customers will receive value.

This role is remote (home office) based within the United States, aligned to your account assignments. You will report to your Technical Sales Manager.

Responsibilities

• Evaluate customer’s strategies and deliver knowledge on how Autodesk offerings can align to customer goals and outcomes
• Be the primary technology expert, in the account teams you work with, who brings leadership to customer planning, the customer engagement process, and sales content curation. Build the technical business case for Autodesk solutions through discovery and solution fit using discovery workshops and solution building with the customer. Position Autodesk technology as an enabler for driving the outcomes that solve their business issues.
• Guide the technical discovery process to uncover business issues and how we can help solve them for our customers
• Present discovery findings and solutions to our customers
• Own technical relationship management that:
  • Collaborates with internal subject matter experts to provide the right knowledge to the customer during sales engagements
  • Find and develop advocates within the account to influence the success of Autodesk's solutions
  • Demonstrate thought leadership to the customer and industries we serve to differentiate Autodesk through our vision to become a partner of theirs
  • Collaborate with our Channel Partners and Customer Success teams to ensure customer satisfaction and adoption
  • Deliver compelling presentations and messaging that achieve results from the executive-level down
  • Communicate Autodesk’s competitive positioning with customers
  • Understand and lead awareness of customer’s successes for realization of future value
  • Stay up to date with industry and global trends, and develop new ideas to achieve revenue growth
  • Influence product development and product direction through customer feedback and identified business opportunities
  • Provide in-situation mentoring for Channel Partners on technical sales initiatives

Customer Planning

In partnership with sales executives and channel partners, develop all technical aspects of the account plan and support execution of the agreed-upon strategies for closing business for a specific set of accounts

• Lead whitespace plan development to uncover new opportunities within current account set. Engage with sales, business development, marketing, channel partners or customer success teams for execution.
• Engage and contribute to the account planning process

Customer Closure

Align with customer decision-makers to secure technical closure of the proposed solutions

• Develop and deliver proposals and demonstrations which relate to customer’s business issues
• Understand, position, and sell Autodesk’s unique value in sales situations
• Capture metrics for quantifying and justifying the customer’s return on investment to support the impact on customers’ goals and outcomes

Minimum Qualifications

• Bachelor or Master’s in Architecture, Engineering, Construction
• 5+ years’ experience working for or with one or more US Government Agencies or on US Government AEC projects
• Knowledge of US government technology solutions, standards, workflows, data formats and interoperability requirements and processes
• Technical knowledge using Autodesk solutions in AEC such as Revit and Civil 3D, Autodesk Construction Cloud and BIM 360, or similar industry software
• Selling and persuasion
• Strong analytical skills to solve complex problems within the project lifecycle
• Manage workload independently and balance competing priorities
• Requirement: travel up to 50%++ (air and car travel) to customers and Autodesk-sponsored events

Preferred Qualifications

• Experience in adjacent industries, such as manufacturing, industrialized construction
• Technical knowledge using Autodesk solutions in Design & Manufacturing, such as Vault and Inventor
• Technical knowledge using Bentley and SolidWorks technology solutions
• Technical knowledge in LiDAR scanning, laser scanning, and photogrammetr