Territory Account Sales Executive

Job Requisition ID #

Position Overview

As a Midmarket Territory Account Sales Executive, you are the primary contact for your Architecture, Engineering and Construction (AEC) portfolio of accounts. Your accounts are medium to large named accounts in our midmarket sector. You will maintain your client's existing business and create growth throughout the accounts and their subsidiaries. While you are responsible for your accounts, you will collaborate with our Value-Added Resellers (VARs), Technical Specialists, Business Development Reps, and Account- Based Marketers to ensure your customers are adopting and expanding the use of our Autodesk software to achieve their goals. This individual contributor position is remote, and you will report to the Sales Director of the Southwest Region.

Responsibilities

• Evaluate and prepare accounts plans for each named account. You will evaluate the customer profile, creating value messaging and targeting main steps needed to implement the account plans

• Prospect into your accounts and their subsidiaries to identify new opportunities

• Negotiate deals and contracts at multiple levels within the account, with primary focus/importance on "C" and enterprise level negotiations

• Develop important relationships within the account including executives and translate customer challenges and opportunities into unique value

• 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 and an annual plan to exceed your sales targets

• Partner collaboratively with channel partners to understand their business, creatively adopt programs to increase new revenue and expand business relationships

• Coordinate the efforts of your extended team including the VARs, Technical Specialists, and others, helping you focus on the actions which will create the largest impact

• Use a sales CRM to manage the sales pipeline and record information on prospects

Minimum Qualifications

• 5+ years of Enterprise SaaS sales

• Senior level experience prospecting and meeting with C-level contacts

• Demonstrated closing and negotiation skills driving $500K+ deals

• Experience with direct and indirect selling channels

• Experience and courage to call high into your accounts and meet with C-level contacts where you can drive cross-divisional initiatives that meet your customer's goals

• You are never satisfied just keeping the existing book of business renewing, instead you are looking to find new divisions, subsidiaries, and departments where you can expand the footprint of our solutions

• As a mature salesperson, you excel in an environment where you are …