Fusion Mid-Market Account Executive

Job Requisition ID #

Position Overview

The Fusion Mid-Market Account Executive is responsible for full-cycle sales of new and expansion Fusion Platform business in Autodesk’s Design and Manufacturing Mid-Market Account list. This job is assigned a sales quota and performance is measured by meeting and exceeding quarterly and annual targets within a defined list of accounts. This position reports to the regional Fusion Sales Manager and will collaborate closely with our Mid-Market Design and Manufacturing Territory Account Sales Executives, along with their ecosystem of customer success specialists, partners, technical sales, client services, and account-based marketeers, to drive growth within their assigned accounts through new, cross-sell and upsell opportunities.

As the primary Account Executive in your territory, you will be responsible for full-cycle sales which includes prospecting, discovery, deal progression, and closing. You will lead customers through their buying process, leveraging technical sales reps and tech marketing content to demonstrate how Fusion can address business challenges you have discovered in the customers’ design and manufacturing processes.

Strong candidates will demonstrate Drive, Passion, and Hunger to exceed goals; strong acumen in working Smart, as well as the Humble characteristics which embody our company’s culture and our team’s coaching mindset. You will be excited to take on the challenge of growing Fusion's footprint within our Mid-Market Account base, and able to demonstrate determination, creativity and lateral thinking in problem solving both independently and as part of a team. This is a great opportunity to develop your solution sales career in a coaching rich environment, in a high impact, high visibility role with a direct and rewarding compensation structure.

Location: Hybrid-Remote Denver, CO

Responsibilities

• Generate new and expansion Fusion Platform Business within your assigned Mid-Market Accounts through strategic outbound prospecting and driving high impact/value-based sales opportunities

• Effectively manage a pipeline of opportunities and take accountability of pipeline and opportunity hygiene in our SFDC CRM tool

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

• Build strong relationships and collaborate effectively with Autodesk’s Mid-Market sales teams, channel partners, technical sales, customer success, and Account based marketeers to develop and execute account plans for high priority accounts

• Evaluate the customer profile, creating value messaging, and targeting key steps needed to execute on account plans

• Engage in targeted discovery-based sales processes to align solutions, drive sales, and deliver business value

• Foster relationships within the account including Key Decision Makers and translate customer challenges and opportunities into business outcomes to grow business relationships with assigned customers

• Work through organizations at all persona levels to seek sponsorship, including C-Level, as required

• Be financially astute, skilled in ROI sales methodologies, value selling and positioning value

• Be detail orientated with excellent time management skills, diary/calendar management

• Collaborate with the customer success teams on appropriate and complimentary sales motions for the renewal business within their assigned accounts

• Negotiate deals and contracts at various levels within the targeted account either with or on the behalf of channel partners

• Utilize tools and data available: SFDC, LinkedIn, Zoom Info, internal data sources, to create target account contact lists

• Utilize SFDC, Outreach, Consensus, and Gong to optimize your customer engagement cycle, generate engagement and improve your sales effectiveness through self-coaching  

• Assist with key account renewals and seek opportunities for expansion

Minimum Qualifications

• 4+ years of SAAS sales experience

• Strong Manufacturing Business Industry Knowledge – with a strong interest in the manufacturing sector

• Familiarity with sales process and certain selling methodologies i.e., Gap Selling, Value Selling, Solution Selling

• Familiarity with CRM applications (i.e., Salesforce)

• Strong strategic account based prospecting skills, outbound hunter pipeline generation experience   

• Proven ability to manage multiple concurrent sales cycles

Preferred Qualifications

• Prior experience working with Product Development and Manufacturing software products is advantageous

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