Named Account Sales Executive

Pomona College; Claremont (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

An established industry player is seeking a Named Account Sales Executive to drive strategic sales initiatives. This pivotal role involves leading a team to foster long-term relationships with key accounts, guiding them through digital transformation. You will leverage your extensive experience in software sales to navigate complex negotiations and develop tailored strategies that align with client needs. Join a collaborative environment where your expertise will shape the future of customer success and business growth. If you thrive in dynamic settings and are passionate about delivering value, this opportunity is perfect for you.

Qualifications

• 12+ years in software sales or customer success with large enterprises.
• Expertise in complex contract negotiation and account management.

Responsibilities

• Develop account plans and manage relationships with key executives.
• Negotiate deals and contracts at multiple levels within accounts.
• Lead a team to achieve high-growth revenue and usage targets.

Skills

Software Sales

Customer Success

Contract Negotiation

Account Management

Enterprise Sales

Team Leadership

Relationship Building

Education

Bachelor's Degree

Master's Degree

Job description

and the job listing Expires on June 5, 2025

At Autodesk, we believe that our success depends on our customers’ success, and we provide technology solutions and services that support critical outcomes for our customers. The Named Account Sales Executive (NASE) is a team leader and strategic planner that focuses on our customer’s needs by connecting to the value of Autodesk solutions. You will help our customers navigate the challenges associated with digital transformation and industry convergence for all that they make, including some of the essential technologies that power the cloud, devices that simplify your life, and platforms behind well-known brands. As a NASE, you will lead an extended sales and customer success team in developing strong long-term business relationships with specific Named Accounts while meeting/exceeding financial and business objectives. Team members include Technical Solution Executives, Customer Success Managers, Technical Account Specialists, Inside Sales Renewal Reps, Inside Sales Expansion Reps, Global Business Development reps, Sales Operations, Consulting Project Managers, Consulting Services delivery partners, Enterprise Account Sales Executives, Enterprise Development Executives, and product overlay roles.

You will report to the Senior Named Accounts Manager, AEC and can be remote in the United States.

Responsibilities

• Evaluate and prepare accounts plans for each named account. You will evaluate the customer profile, creating value messaging and targeting main steps needed to implement the account plans
• Prospect into your accounts and their subsidiaries to identify new opportunities
• Negotiate deals and contracts at multiple levels within the account, with primary focus/importance on “C” and enterprise level negotiations
• Develop important relationships within the account including Executives and translate customer challenges and opportunities into unique value
• Manage accounts through entire sales process; Outside field sales position, physically at customer location for business development, prospecting, and specifications through contract negotiations, signing, and post-sales support
• Deliver an accurate weekly, monthly & quarterly forecast of business
• Coordinate the efforts of your extended team including the Autodesk Partners, Technical Specialists, and others, helping you focus on the actions which will create the largest impact
• Develop important Business relationships
• Align with executive-led plans
• Translate customer challenges into value
• Position Autodesk as a trusted advisor
• Displace embedded competitors
• Develop customer-specific enterprise-level strategies
• Maintain multi-year business plans
• Orchestrate resources across the extended team
• Communicate at all levels internally and at the customer, including C-level
• Embed a continuous improvement mentality
• Achieve high-growth revenue and usage targets
• Create value-focused proposals
• Grow a multi-year sales pipeline
• Ensure accurate forecasting

Minimum Qualifications

• 12+ years quota carrying software sales or customer success
• Experience with large enterprises and global accounts
• History of navigating complex contract negotiation
• Understanding of the AEC eco-system, platform (PaaS) sales
• Experience leading matrixed teams

The Ideal Candidate

• Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways
• Recognized as experts within a discipline, applies working knowledge of the theories and concepts in other related disciplines
• Lead the resolution of complex problems within own discipline, often with the need to integrate cross-functional processes and outcomes
• Provide input to functional strategies related to own discipline
• Influence leaders within own function to adopt solutions, establish priorities, and allocate resources
• The most senior level individual contributor sales account manager. Viewed as an expert by the company and in the field. Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways. Has complete knowledge of all company products and services and may be tasked with sales/ development of new or strategic products
• Works on significant and unique issues where analysis of situations or data requires an evaluation of intangibles. Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results. Creates formal networks involving coordination among groups
• Responsible for selling the company’s products or services, developing new accounts and/or expanding existing accounts. Has a leadership role and is responsible for the development of new business opportunities or emerging areas. Focuses on critical, large, complex, high visibility, strategic, or tactically important accounts
• Acts independently to determine methods and procedures on new or special assignments. May supervise activities of others