Description:
The Technical Solutions Executive (Tech SE) partners with the Named Accounts Sales Executive to drive incremental annual recurring revenue (ARR) by translating a Named Account customer’s business challenges into technical solutions that deliver business outcomes. This is a client-facing role responsible for driving expansion and fostering long-term partnerships by gaining a clear understanding of customers' environments, challenges, and requirements.
Responsibilities
Account Plan Development and Management
- In partnership with Named Accounts Sales Executives, validates the customer success plan and executes strategy and tactics for closing business and driving expansion
- Coordinates with global account resources (such as the Customer Success Manager) on account strategy and customer initiatives
- Uses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategies
Customer Relationship Management
- Develops the required level of knowledge of customers' business processes, workflows, and technical requirements to build 'trusted advisor' relationships with them
- Maintains a comprehensive knowledge of the business processes, technology trends, and workflows, within their domain of expertise, to provide insight and guidance required to position the value of current and new Autodesk solutions
- Demonstrates thought leadership to the customer to differentiate Autodesk and establish it as a long-term solution provider Technical Discovery & Solution Fit
- Manages technical discovery sessions (workshops) that focus on business challenges and customer outcomes.
- Provides leadership and guidance in formulating requirement definitions, scope documents, user needs studies, process assessments, and project assessments for sales opportunities
- Leverages Autodesk software, applications, and services together with other resources to develop innovative solutions that satisfy technical, fiscal and schedule constraints within the customers business
- Empathetic to customers' business challenges and appreciative of the importance of solution selling
Customer Closure
- Responsible for aligning with key customer stakeholders to secure business and technical closure of the proposed solution
- Manages technical evaluations and validations, defines solution architecture, and facilitates the use of best practices to solve business and technical problems
- Assess and direct customers regarding strategic product issues involving license deployment, licensing structures and license management to maximise customer satisfaction and product revenue
Collaboration
- Develops and maintains trusted working relationships with the sales team and adjacent business partners
- Partners with cross-functional teams (sales management, customer success, consulting, development, technical sales) to acquire the correct talent/resource for individual sales opportunities
- Oversees and guides these resources to outlined account objective to ensure customer satisfaction and business closure
Internal Leadership
- Shares best practices, competitive information, innovation, and thought leadership within the sales organisation, product divisions, and broader Autodesk business
- Interacts and communicates with various Autodesk business units to ensure key customer objectives are met
Minimum Qualifications
- Bachelor’s degree in Construction Management or related education
- At least 10 years of practical experience in the design and construction industry, including one or more of the following areas:
- BIM and Digital Engineering
- Digital technologies that support project delivery
- Information management solutions for construction
- VDC solutions for project design and delivery
- Deep understanding of government and owner requirements for major project delivery
- RICS BIM Certification and ISO19650 application and knowledge an advantage
- Excellent oral communication and writing skills - including comfort in front of large audiences
- Strong teamwork/relationship management skills
- Sales methodology or technical sales experience a plus
- Ability to facilitate customer workshops using recognised methodologies
- Understand the challenges facing the design and construction industry
- Experience with deploying new and disruptive technology into a workforce to drive innovation, change, and efficiency
- Ability to travel up to 50%