The Territory 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 sale, 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 Based Marketing and Autodesk Field Sales.
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 situation
Help customers and the company develop success reference stories
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
Fluent English language skills
Architecture, Engineering and Construction (AEC) industry or Manufacturing (Design & Manufacturing) experience would be advantageous
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