Territory Account Sales Executive

hace 1 mes

España Autodesk A tiempo completo

Position Overview
The Target Account Sales Executive (TASE) is responsible for expanding new business and renewals in key 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 by up-selling, add-on sales, and cross-selling.
This position reports to a Territory Sales Leader and will work closely with our Inside Sales Team, Autodesk Partner Management, Autodesk Channel Partners, Account Marketing, and Autodesk Field Sales.
Responsibilities

Generate new business by creatively expanding existing accounts
Proactively own renewals in key accounts
Evaluate and prepare business plans for each assigned account. This involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans
Develop important and effective relationships within the account including Key Executives and translate customer challenges and opportunities into unique business value
Ensure the Autodesk team delivers Business Value to the Account(s), builds effective Account Business plan, and executes upon the plan, builds, maintains, and grows opportunity pipeline within Account(s), and uses sound call planning to drive business results and makes continuous improvement in moving Autodesk from vendor to trusted advisor
Manage accounts through the entire sales process; Outside field sales position, physically at customer locations for business development, prospecting, and specifications through contract negotiations, signing, and post-sales support.
Deliver an accurate weekly, monthly & quarterly forecast of business
Partner collaboratively with channel partners in order to understand their business, creatively adapt programs to drive new revenue, and expand business partner relationships
Reach out and provide regular customer feedback to the product, industry & strategic marketing teams to help identify product strengths and areas of improvement
Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on C and enterprise-level negotiations
Sell complex service engagements and creatively seek alternative solutions where necessary
Be a Trusted Adviser for customers and identify win/win situations
Help customers and the company develop success reference stories

Minimum Qualifications

A proven sales track record carrying a quota in a direct-led mid-market sales environment offering complex business solutions
Strong sales process and account planning skills (TAS, Value-Based Selling)
Strong executive selling and relationship experience
A proven track record in managing and growing global accounts
Channel sales experience
Native or Full Professional in Swedish and Fluent English language skills

Preferred Qualifications

Architecture, Engineering, and Construction (AEC) industry experience would be advantageous

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