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Director, Make Industry Strategy & Business Development
Autodesk
San Francisco, CA, United States
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Description
Title: Director, Business & Industry Strategy, Make
Reporting to the Senior Director Industry Strategy & business development, the Director will play a critical role in defining the business and industry strategy for manufacturing production solutions including subtractive, additive, hybrid and composites technology. The candidate will be regarded as an evangelist for the business at Autodesk both inside and outside the organization.
He/she will be directly responsible for articulating and executing on the industry strategy including key business problems solves, target personas, pricing, packaging, business models and new and alternative channels.
This individual will direct, develop and manage the industry go to market plans based on business and growth goals. They will be the primary communicator to internal and external existing and alternative channels and work collaboratively to define and implement programs and promotions that support the go to market plans and overall business objectives.
The candidate needs to be an effective communicator who thinks strategically, writes concisely, speaks easily to large and small groups and is a coalition builder. He/she must have the appropriate diplomatic skills to work across a matrixed-organization and who can easily defend positions from a data perspective and mediate opposing views while working collaboratively with cross functional teams across Autodesk.
Autodesk is in a period of rapid change as we continue to transform our business models and focus on term and cloud-based offerings to existing customers and new prospects. The successful candidate will have significant input into the shape, direction and growth of the organization as we transition through this change.
Autodesk makes software for people who make things. If you’ve ever driven a high-performance car, admired a towering skyscraper, used a smartphone, or watched a great film, chances are you’ve experienced what millions of Autodesk customers are doing with our software. Autodesk gives you the power to make anything.
Role/Purpose
Reporting to the Senior Director Industry Strategy & business development, the Director will play a critical role in defining the business and industry strategy for manufacturing production solutions including subtractive, additive, hybrid and composites technology. The candidate will be regarded as an evangelist for the business at Autodesk both inside and outside the organization.
He/she will be directly responsible for articulating and executing on the industry strategy including key business problems solves, target personas, pricing, packaging, business models and new and alternative channels.
This individual will direct, develop and manage the industry go to market plans based on business and growth goals. They will be the primary communicator to internal and external existing and alternative channels and work collaboratively to define and implement programs and promotions that support the go to market plans and overall business objectives.
The candidate needs to be an effective communicator who thinks strategically, writes concisely, speaks easily to large and small groups and is a coalition builder. He/she must have the appropriate diplomatic skills to work across a matrixed-organization and who can easily defend positions from a data perspective and mediate opposing views while working collaboratively with cross functional teams across Autodesk.
Responsibilities
Strategy and Business Development
•Defines the one to three year vision and strategy and develops a business plan around the industry
•Identifies technology opportunities, dependencies, gaps and risks
•Further develops business models and channel models and drives go to market plans
•Works with product teams to clearly communicate key solution workflows and product enhancements
•Maintains current industry and competitive knowledge of the cloud, mobile, social and SaaS market space.
•Represents Autodesk within industry organizations and at industry events, including customer and executive councils
•Conducts internal and external research on the market, competitors and customer personas
•Provides positioning for all markets, buyers, and target personas
•Influences global pricing analysis and pricing recommendations for all offers that will be introduced into the market via new and existing business models.
•Creates the business case to drive alternative channels, partnerships, mergers & acquisitions
•Identifies and drives partnerships and potential acquisitions to support the strategic plan
•Monitors business performance for the portfolio, documents and report on product billings, adoption, customer acquisition and retention and develops corrective action plans
•Maintains close customer relationships to effectively represent the voice of the customer with respect to offer price, package, position and business models
•Manages the daily business. Documents and reports on subscribers, billings, adoption, customer acquisition and retention, develop corrective action plans.
•Help formulate the strategy with channel partners, working across Autodesk.
•Define and drive sales enablement & content for the solution set.
•Build Collaborative Relationships Internally
•Maintains close customer relationships to effectively represent the voice of the customer with respect to offer price, package, position and business models.
•Serves as main internal point of contact for and builds strong internal partnerships with Product Management/Product Line Group Leaders and Sales/Channel teams.
•Works with PR/AR and acts as critical point of contact for portfolio for key thought leaders in the industry, including industry specialists, research analysts, key editors in the press, and other third parties in conjunction with Product Management.
•Be the voice of Autodesk Externally
•Provide Industry leadership, developing and evangelizing the Make vision and plans
•Engage customers and the industry as a whole through engagements such as customer councils, executive briefings, industry events, media support
•Develop relationships with third party vendors and forge strategic alliances
•Work with sales in partnering with key customers to drive successful use of the portfolio and achieve success with early adopter customers, strategic and reference accounts.
•Work directly with channel partners and communicate to them our strategy and programs.
Job Specifications:
•Experience with subtractive, additive and composite technologies.
•Knowledge of cloud and SaaS technology and business landscape.
•Excellent written & verbal communication skills and proven ability to communicate complex technical concepts to a non technical audience.
•Passion for technology and knowledge of software, IT and technology trends
•Strong business fundamentals and a background in solving complex customer problems.
•Exceptional customer/market research, analytical, conceptual, and problem solving skills.
•Skilled diplomat with proven conflict-resolution skills, high level of confidence and maturity with solid experience working across large corporations in a matrixed environment.
•Proven ability to influence within a geographically dispersed global organization to build consensus within and outside of the organization at the highest levels to garner support for business objectives.
•Demonstrate success using critical thinking to formulate strategic direction and success at skillful negotiation and strategy implementation.
•Experience working in EMEA and APAC is a strong plus.
•Demonstrate effective communication skills and strong executive presentation skills
•Excellent interpersonal skills required in order to build strong relationships, particularly with sales, field and product organizations and partners, and an ability to be highly successful in a matrix management organization.
Travel: 30%
Educational experience: Undergrad degree required. MBA is a strong plus.
Location: SF