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Senior Manager, Technical Sales
Autodesk
Boston, MA, United States
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Senior Manager of North Americas Territory Technical Sales
Location: Dallas, TX; Boston, MA; Home Office US/CDN
Req ID: 18WD26363
Position Overview
The Director of Americas Named Account Technical Sales will work closely with all senior levels of leadership within World Wide Sales and Services to align resources to develop and execute on strategies to acquire new customers, grow and expand business within existing customers and ensure customers are successful and profitable utilizing Autodesk products and solutions. Lead a team of four or more managers and an overall team of forty or more individual contributors.
Responsibilities
• Manage subordinate managers and their teams of Territory Technical Sales Specialists (TSS), and Subject Matter Experts (SME). Select, develop and build teams by recruiting resources, defining staff development areas and providing ongoing feedback, coaching, training, and development. Evaluates performance and promotes ongoing development
• Innovate:
◦ Develop and Grow Service and Consulting opportunities related to our largest customers
◦ Identify viable strategies to map ecosystem opportunities between Named Accounts and the Territory to grow the overall Autodesk business
◦ Develop “best-in-class” processes and frameworks in technical sales that drive incremental results around (projects, customer success and adoption)
• Coach teams to define/develop Technical Roadmaps in an effort to drive solution sales
• With TS management staff, continually evaluate organization structure to ensure success through alignment with Sales teams to allocate resources as needed
• Keep Technical Sales operating expenses within budget
• Establish strong working relationships across GEOs, Sales, Consulting, Industry Strategy and Marketing (ISM), Channel Readiness and other groups in an effort to gain insight and appropriately structure teams
• Participate in forecast calls, account planning, and other management meetings either virtually or in person
• Develop and execute an annual business plan
• Position team to support product group or sales development activities in order to drive sales and generate additional revenue
• Review and recommend sales quota alignment with sales compensation plan designed in order to drive appropriate behavior
• Drive effective use of sales processes, tools and methodologies within the team
• Participates in corporate development of methods, techniques and evaluation criteria for projects, programs and people
• Align and share with greater global TS organization in other geos
Minimum Qualifications
• 10+ years relevant field experience including 8+ years management experience
• BA/BS Required, MS Preferred
• Ability to think globally and lead and inspire a large tiered team
• Advanced consulting, relationship-building, collaboration and influencing skills
• Analyze in-depth situations to balance organizational objectives, strategic policies and remain aligned with goals
• Experience in developing and supporting competitive sales strategies
• Proven track record of leading incremental sales success
• Experience working in a matrixed organization and building strategic relationships
• Input on strategic decisions and drive execution on agreed goals
• Demonstrated ability to interact with internal and customer executives
• Superior communication and problem-solving skills
• Can control planning, staffing, budgeting and managing expense priorities
• Able to Influence senior level leaders on matters of organizational significance
• Monitors effectiveness of policies, practices and processes to determine efficiency and effectiveness
• Recommend improvements to achieve and deliver improved results
• Able to travel up to 50% of the time
About Autodesk
With Autodesk software, you have the power to Make Anything. The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It's disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity.
Our software is used by everyone - from design professionals, engineers and architects to digital scientists, students and hobbyists. We constantly explore new ways to integrate all dimensions of diversity across our employees, customers, partners, and communities. Our ultimate goal is to expand opportunities for anyone to imagine, design, and make a better world.