Senior Manager, Strategic Partners - US/Remote

Job Requisition ID #

Position Overview

You will help define strategic partnerships for Autodesk in the design and manufacturing market. You will architect brand new revenue-generating partnership business models and create new revenue streams. The new models are focusing on leveraging manufacturing software and hardware partners' GTM motions.

Working with the GTM strategy and product management teams, you will develop new revenue stream partnership plans based on business growth goals. You will lead the charter to source, create product bundling opportunities (e.g., Autodesk software bundle with partners' machine hardware), revenue share opportunities (e.g., promoting partners' hardware e-commerce sites in Autodesk software), and establish additional new revenue-generating partnership models.

This is not a sales role nor a sales commission-driven role. You will create and prove out new business models with manufacturing partners. You will need to think strategically and to act creatively.

You will report to the Senior Director of Design & Manufacturing Strategic Partnerships. You will also manage an individual contributor.

This role can be in the US/Remote

Responsibilities:

Strategic Partnership Development

• Collaborate with the GTM strategy team to rationalize new revenue-generating partnership business models and develop new revenue streams
• Team up with Autodesk internal operations (Rev. Accounting, Sales Ops, Finance, legal) to support new and non-standard business models
• Identify and engage potential strategic partners to enhance our Average Customer Value or Subscription goals

Partnership Negotiation

• Design and structure multi-year partnership deals (product bundling, promotional plans, revenue sharing)
• Represent Autodesk to lead business negotiation with strategic partners (from drafting a term sheet to signing the binding legal agreement)
• Identify potential risks associated with partnerships and implement risk mitigation strategies to protect the interests of Autodesk

Relationship Management

• Maintain relationships with strategic GTM partners, serving as the primary contact for partnership activities and coordinating efforts
• Maintain close partnerships to represent the voice of the partner within Autodesk concerning offer price, package, position, and business models

Performance Measurement

• Develop and implement measurements to measure the success of partnerships, providing regular reporting and insights to the executive team

Ideal Candidate:

• Passionate and experienced in manufacturing technologies (CNC, 3D printing, MES, Job Shop Ops)
• Leader who can inspire and excite others on new revenue model ideas
• PowerPoint Presentation expert – able to create a compelling business case that resonates with an audience
• Business fundamentals and a background in solving complex customer problems
• Experienced diplomat with conflict-resolution skills, a high level of confidence and solid experience working across large corporations in a matrix environment
• Influence within a geographically dispersed global organization within and outside of the organization at the highest levels to garner support for business objectives
• Demonstrate success in formulating strategic direction and success at skillful negotiation and strategy implementation

Minimum Qualifications:

• Undergrad degree required (prefer mechanical engineering); MBA
• 7+ years experience in the software technology industry or familiar with the manufacturing technology industry (CNC, 3D printing, MES)
• 10+ years experience in business development, GTM strategy, new business modeling and financial modeling to architect win-win partnership deals
• You will have strong written & verbal communication skills and complex technical concepts to a non-technical audience and to senior executives
• Build relationships with sales, and product organizations and partners, and an ability to be in a matrix management organization
• Display a track record in nurturing and establishing successful revenue-generating partnerships
• Travel: 35%

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About Autodesk

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