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Job Requisition ID #
23WD67307
Position Overview
The Territory Account Sales Manager 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 exceeding quarterly and annual targets by up-selling, add-on sale, and cross-selling. This position reports to Director -Sales ( AEC) and will work closely with Autodesk Partner Management and Autodesk Channel Partners.
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 execute upon the plan, builds, maintains and grows opportunity pipeline within Account(s), uses sound call planning to drive business results and makes continuous improvement in moving Autodesk from vendor to trusted advisor
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
Partner collaboratively with channel partners in order to understand their business, creatively adopt 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
10+yrs experience in Sales to Mid-Market / Large Customers
Excellent communication skills
Preferred Qualifications
Customer focused
Strong communicator
Data-driven
Impact driven
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Salary is one part of Autodesk’s competitive 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.
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