Strategic Territory Sales Representative

2 weeks ago

North Sydney, Australia Autodesk Full time

Job Requisition ID #
- 23WD69834

Position Overview

The Strategic Territory Sales Representative is primarily responsible for creating new and expansion business in Strategic Territory accounts to meet/exceed financial and business objectives This job is assigned a sales quota and performance is measured by meeting or exceeding quarterly and annual targets within a defined list of accounts. This position reports to a Territory Hub Sales Leader and will integrate with a sales team that includes customer success specialists, partners, technical sales, client services, and marketing, to drive growth within their assigned accounts through new, cross-sell and upsell opportunities

**Responsibilities**:
- Generates new and expansion business within a key list of strategic territory accounts that focuses on driving solid business value for customers and Autodesk for longer term success- Primarily focus on Architecture, Engineering & Construction customers with goal to expand AEC footprint as well as introducing additional products from our D&M and M&E industries- Build strong relationships and collaborate effectively with other Autodesk sales teams and channel partners, to grow the business relationship with assigned customers- Works closely with channel partners, technical sales, customer success, marketing and the field sales teams to develop and execute account plans for high priority accounts- Evaluates the customer profile, creating value messaging, and targeting key steps needed to execute the account plans- Fosters important and effective relationships within the account including Key Decision Makers and translates customer challenges and opportunities into unique business value- Able to work through organizations at all levels to seek sponsorship, including C-Level, as required- Financially astute, skilled in ROI sales methodologies, value selling and positioning value- Detail orientated with excellent time management skills, diary/calendar management- Maintaining pipeline hygiene to deliver an accurate weekly, monthly & quarterly forecast of business- Collaborates with the Customer Success teams on appropriate and complimentary sales motions for the renewal business within their assigned accounts- Negotiates deals and contracts at various levels within the targeted account either with or on the behalf of channel partners- Builds trust with customers through understanding their needs, setting the correct expectations, and creating the best experience possible

Minimum Qualifications- Bachelor's Degree or equivalent experience- 8 years’ quota-carrying sales experience to include selling complex technology solutions, Account-Based selling, and large complex multi-solution, expansion deals- Demonstrated track record of success: consistently exceeding quota in a structured, disciplined, sales environment that includes strategic and collaborative/team selling- Experience engaging with executive-level stakeholders to influence strategic business outcomes- Strategic account planning and research to understand how Autodesk solutions align to company's objectives- Ability to accurately forecast and reporting on account activity-
- Sound business acumen- Experience using consultative sales methodology techniques like Challenger Selling and Value Selling- Experience selling via channel partners and the ability to build strong relationships for business planning with the partner management team- Ability to adapt quickly and manage difficult situations while remaining upbeat and positive- Strong work ethic: Team oriented, self-starter, high energy, and results-oriented

LI-POST

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

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