Account executive in enterprise technology

Autodesk; United States; Remote; USD 129,000 - 189,000; Full time

Benefits offered by this job

Stock grants

Comprehensive benefits

Job summary

Autodesk ищет лидера по крупным корпоративным продажам для управления многолетними стратегиями роста ключевых клиентов. Ваша задача — глубоко понять бизнес и трансформационные планы клиентов, формировать экономически обоснованные дорожные карты и вести многоступенчатые сделки.

Требуется опыт заключения семизначных соглашений, высокий уровень коммуникативных и презентационных навыков, а также умение выстроить доверительные отношения с руководством клиентов и различными бизнес-единицами.

Qualifications

• 9+ лет опыта продаж в крупных корпоративных клиентах (SaaS/ enterprise).
• Успешные кейсы закрытия сделок с семизначной стоимостью.
• Способность строить стратегический план по работе с клиентами и whitespace.

Responsibilities

• Ведение и культивирование многолетней стратегии роста для ключевых клиентов.
• Установление совместимых с бизнес-целями ценностных предложений и дорожных карт.
• Руководство многоуровневым процессом продаж и переговоров на уровне C‑suite.

Skills

Enterprise sales

C-suite engagement

Strategic account planning

Forecasting

Stakeholder management

Negotiation

Tools

Salesforce

Clari

Altify

Job description

Описание:

The world’s innovators, designers, engineers, builders and creators trust Autodesk to help them design and make a better world for all. Autodesk’s Design and Make Platform empowers customers to transform how they work through cloud-connected technology, automation, AI, data and insights. From the buildings and infrastructure around us to the products we use and the entertainment that inspires us, Autodesk technology helps our customers design and make the world around us.

Задачи:

Own and lead the multi-year growth and expansion strategy for assigned Major customers. Develop deep knowledge of each customer’s business model, strategic objectives, operating environment, industry dynamics and transformation agenda. Establish a clear point of view on where Autodesk can create differentiated business value for the customer. Identify significant whitespace across business units, geographies, workflows, technology estates, user communities and executive priorities. Create demand and originate large strategic opportunities, including seven-figure deals and opportunities that may not yet exist in the customer’s formal buying process. Build relationships across new buying centers while deepening trusted relationships with existing stakeholders. Develop C-suite and senior executive sponsorship across business and technology functions. Bring external market, industry and customer insight into executive conversations, with relevant knowledge of Autodesk’s Design and Make industries. Translate customer strategy into compelling multi-year value propositions, transformation roadmaps and business cases. Lead complex, high-value and potentially multi-year sales cycles involving multiple business, technical, procurement, finance and legal stakeholders. Develop and execute competitive strategies to win strategically significant new workloads and displace incumbent technologies. Navigate sophisticated commercial arrangements and seven-figure negotiations with strong business and financial acumen. Mobilize Autodesk’s executive leadership and broader organization around a unified account strategy. Orchestrate Technical Sales, Customer Success, Industry, Partners, Marketing, Professional Services and other specialists at the appropriate stages of the customer journey. Develop strategic ecosystem and partner relationships that increase Autodesk’s impact and relevance. Maintain executive-level governance around opportunities, risks, dependencies and account priorities. Apply account-planning, relationship-mapping, customer intelligence, forecasting and AI-enabled tools responsibly to support multi-year account strategy, executive engagement and opportunity governance. Maintain rigorous pipeline quality and deliver accurate, evidence-based forecasts. Represent the voice of the customer within Autodesk while bringing relevant Autodesk innovation, capability and thought leadership back to the customer.

Требования:

9+ years demonstrated success leading complex enterprise technology, SaaS, cloud or strategic software sales. Proven record of creating and closing significant opportunities within large, complex customer organizations, including experience with seven-figure deals or comparable commercial complexity. Demonstrated ability to create demand and develop major opportunities rather than simply manage an existing pipeline. Strong C-suite presence with the ability to engage credibly on business, industry and transformation priorities. Exceptional strategic account-planning and whitespace-development capability. Strong business and financial acumen and ability to build compelling economic and strategic business cases. Experience leading sophisticated multi-stakeholder and multi-year sales processes. Strong competitive selling, negotiation and commercial leadership capability. Demonstrated ability to lead large virtual teams and influence senior stakeholders without direct authority. Exceptional communication, storytelling and executive presentation skills. High standards of commercial judgment, accountability, pipeline management and forecasting. Demonstrated fluency with CRM, strategic account-planning, relationship-mapping, pipeline and forecasting platforms. Experience with Salesforce, Clari, Altify or comparable platforms is valued.

Будет плюсом:

• Deep knowledge of a relevant Autodesk Solution Group industry - AEC, Manufacturing or Media & Entertainment - where appropriate to the assigned customer portfolio
• Experience selling enterprise platforms, cloud technology or large-scale transformation solutions
• Experience navigating complex multinational customer organizations
• Demonstrated success developing multi-year executive relationships and transformation programs
• Track record of strategic competitive displacement and significant share-of-wallet growth

Условия:

For Spain based sales roles, we expect a starting On-Target Earnings (OTE) between 115,500 EUR and 169,400 EUR Annual. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.