Strategic Territory Sales Representative

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

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