Strategic Territory Sales Representative
Job Requisition ID #
Job Title: Strategic Territory Sales Representative
Name of the approved Sponsor: Autodesk Australia Pty. Ltd.
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
Generates new and expansion business within a key list of strategic territory accounts that focuses on solid business value for customers and Autodesk longer term
Primarily focus on Architecture, Engineering & Construction customers with goal to expand Autodesk footprint as well as cross sell & upsell new products & solutions
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
Delivers 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
Bachelor's Degree or equivalent experience
5+ 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
Highly proficient with Salesforce.com
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
Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk – our Culture Code is at the core of everything we do. Our values and ways of working help our people thrive and realize their potential, which leads to even better outcomes for our customers.
When you’re an Autodesker, you can be your whole, authentic self and do meaningful work that helps build a better future for all. Ready to shape the world and your future? Join us!
Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, we also have a significant emphasis on discretionary annual cash bonuses, commissions for sales roles, stock or long-term incentive cash grants, and a comprehensive benefits package.
Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales
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We take pride in cultivating a culture of belonging and an equitable workplace where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging
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