Strategic Territory Sales Representative

Position Overview
The Strategic Territory Sales Representative is primarily responsible for creating new and expansion
business in Strategic Territory 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 within a defined list of accounts. This position reports to a Territory Hub Sales Leader
and will integrate with a sales team that includes customer success specialists, partners, technical
sales, client services, and marketing, to drive growth within their assigned accounts through new,
cross-sell and upsell opportunities.

Responsibilities
 Generates new and expansion business within a key list of strategic territory accounts that focuses on
solid business value for customers and Autodesk longer term
 Primarily focus on Architecture, Engineering & Construction customers with goal to expand AEC
footprint as well as introducing additional products from our AEC and , D&M, and M&E industries
 Build strong relationships and collaborate effectively with other Autodesk sales teams and channel
partners, to grow the business relationship with assigned customers
 Works closely with channel partners, technical sales, customer success, marketing and the field sales
teams to develop and execute account plans for high priority accounts
 Evaluates the customer profile, creating value messaging, and targeting key steps needed to execute
the account plans
 Fosters important and effective relationships within the account including Key Decision Makers and
translates customer challenges and opportunities into unique business value
 Able to work through organizations at all levels to seek sponsorship, including C-Level, as required
 Financially astute, skilled in ROI sales methodologies, value selling and positioning value
 Detail orientated with excellent time management skills, diary/calendar management
 Delivers an accurate weekly, monthly & quarterly forecast of business
 Collaborates with the customer success teams on appropriate and complimentary sales motions for the
renewal business within their assigned accounts
 Negotiates deals and contracts at various levels within the targeted account either with or on the behalf
of channel partners
 Builds trust with customers through understanding their needs, setting the correct expectations, and
creating the best experience possible
Qualifications
 Bachelor's Degree or equivalent experience
 5+ years’ quota-carrying sales experience to include selling complex technology solutions, Account-
Based selling, and large complex multi-solution, expansion deals
 Demonstrated track record of success: consistently exceeding quota in a structured, disciplined, sales
environment that includes strategic and collaborative/team selling
 Ability and desire to learn multiple product portfolios and the manufacturing industry.  Experience
engaging with executive-level stakeholders to influence strategic business outcomes
 Strategic account planning and research to understand how Autodesk solutions align to company's
objectives
 Ability to accurately forecast and reporting on account activity
 Highly proficient with Salesforce.com
 Sound business acumen
 Experience using consultative sales methodology techniques like Challenger Selling
 Experience selling via channel partners and the ability to build strong relationships for business
planning with the partner management team
 Ability to adapt quickly and manage difficult situations while remaining upbeat and positive
 Strong work ethic: Team oriented, self-starter, high energy, and results-oriented