Head of Water Sales, AMER

Job Requisition ID #

Position Overview

Autodesk Water is a global leader in water infrastructure modeling and management software solutions, seeking a dynamic and results-driven Head of Americas Sales to join our high-performing team.  This role leads the sales team responsible for driving revenue growth with the company’s largest customers headquartered in the Americas, and this leadership role is accountable for business results. This includes ensuring that the team meets quarterly sales targets for Annual Contract Value (ACV)—and that business goals for billings, token consumption, and other key metrics are also achieved. This role requires an experienced technology sales leader with demonstrable success directing enterprise sales teams.

Responsibilities

Sales Team Leadership

• Ensure that the AMER sales team meets or exceeds quarterly sales targets for Annual Contract Value (ACV). Track and monitor other key metrics, such as billings, revenue, and token consumption, to ensure ongoing business growth and success
• Guide the team in developing and executing effective sales strategies that win new business and accelerate expansion
• Coach and mentor sales directors/managers—helping them maximize the performance of the sales executives on their teams
• Join and lead meetings with customer executives—providing company knowledge, demonstrating thought leadership, and supporting complex negotiations
• Encourage best practice sharing amongst sales teams focused on different industries, as well as sales teams in different regions
• Lead the team through a complex transformation by: providing a clear roadmap and inspirational picture of the desired future state; instilling a positive culture; establishing a growth mindset and new behaviors/ways of working; helping the team build and deepen both new and existing relationships; and keeping the team motivated and engaged
• Drive high employee engagement—attracting and retaining top sales talent, while ensuring diversity and inclusion

Sales Forecasting & Business Management

• Forecast quarterly and annual sales expectations—on a weekly basis—with a high degree of accuracy
• Provide input to senior management on strategic business planning for AMER sales
• Drive consistent, team-wide use of standard Autodesk processes and tools for account planning/customer planning, opportunity management, sales forecasting, etc. Recommend improvements to tools and processes, as needed

Cross-Functional Alignment

• Build relationships with other leaders in the World Wide Sales organization—making sure the Americas sales team in is fully leveraging the technology expertise and thought leadership provided by the Global Business Development and Technical Solutions teams
• Work with the sales directors/managers on your team to ensure effective collaboration between Named Accounts Sales Executives (NASEs) and Enterprise Account Sales Executives (EASEs), Enterprise Development Executives (EDEs), Inside Sales Representatives, Customer Success Managers (CSMs), and others
• Lead the team in partnering effectively with other Autodesk organizations, including Customer Success (CS), Autodesk Construction Solutions (ACS), Worldwide Marketing (WWM), Finance, and Legal
• Leverage knowledge of customer needs to positively influence Autodesk strategies for platform development and product direction

Minimum Qualifications

• 10+ years of sales management experience in the technology industry with proven success achieving or exceeding sales goals
• 5+ years of experience leading teams that sell enterprise software with subscription and consumption-based business models
• Proven team leadership abilities, including a creative and proactive approach to conflict resolution and problem solving, mentoring, coaching, recognition, and performance management
• Strong business acumen and analytical skills, including experience managing sales forecasts with a high degree of accuracy
• Familiarity with business and technology trends in Autodesk target industries—globally and in the Americas
• Ability to understand Autodesk technologies and articulate their benefits to customers to maximize sales results
• Proven success influencing without authority, driving alignment with other cross-functional teams, and delivering results in a global, matrixed organization
• Excellent communication and interpersonal skills, including the ability to build relationships at multiple levels
• Comfortable working in a fast-paced, deadline-driven environment