Director, Named Accounts Technical Solutions, AMER

Job Requisition ID #

22WD65816

Position Overview

An exciting opportunity to lead the Americas Technical Solution Executives Organization supporting Autodesk's Named Account (Enterprise) Sales serving customers in the AEC, Manufacturing and Media/Entertainment industries. The Technical Solutions team's mission is to translate customer's business challenges into technical solutions that deliver business outcomes for our customers through technical expansion selling. They do this by leading customer technical discovery, quantifying impact of technical solutions on customer's software consumption (tokens) & customer whitespace analysis.

The team also works on solution concept design which involves vision creation for customer's technical solution, development of compelling technical solution concept designs & validation of technical solution and implementation plans. The team is responsible for building technical relationships with both internal and external stakeholders. This team is an integral part of the Named Accounts Sales organization and contributes not only to customer outcomes and Autodesk business results, but constantly innovates to improve how we serve our customers and our company better.

The Director of AMER Technical Solutions leads this team of about 50 professionals to accomplish the mission outlined above. The role reports to the Vice President of Technical Solutions & Inside Sales for Named Accounts, and is a key member of that leadership team.

Responsibilities

• Manage a team of Technical Solutions Executives (Technical Sales Engineers) in the United States and Canada
• Select, develop and build the capability of the team by recruiting team members, defining staff development areas and providing ongoing feedback, coaching, training, and development
• Evaluate performance and promote ongoing development of the front line managers, and ensure they are doing the same for the individual contributors
• Motivate and develop the team to achieve company goals and objectives, and accomplish the mission of driving customer outcomes and increased software consumption for Autodesk
• Continually evaluate organization structure and activities to ensure success through alignment with Sales and Customer Success teams; Outstanding collaboration is a key to success
• Keep Technical Solutions team operating expenses within budget
• Establish strong working relationships across Regions, Sales, Consulting, Customer Success, and other groups in an effort to gain insight and appropriately guide teams
• Direct the team to provide input to corporate product groups
• Provide guidance to product groups on new product enhancements and prioritization of new features; May be involved in supporting the launching new products
• Participate in forecast calls, account planning, and other management meetings either virtually or in person
• Develop and execute an annual business plan to support the Named Accounts Business plan
• Review and recommend sales quota alignment with sales compensation plan design in order to drive appropriate behavior
• Drive effective use of sales processes, tools and methodologies within the team
• Contribute regularly to the longer term strategy development of the larger Named Accounts organization with insights, suggestions, and ideas

Minimum Qualifications

• 7+ years of Senior Management experience in Sales or Technical Sales
• Ability to lead through constant innovation and ability to be adaptable to changing business needs
• Demonstrated ability to operate at a Senior level to communicate strategies and influence through thought leadership
• Proven experience of leading a successful sales or technical sales team in a B2B environment offering complex business solutions
• Demonstrate a high degree of collaboration with all stakeholders both internal and external to the company

The Ideal Candidate

• Adaptable - Guides their team to approach roadblocks as opportunities to approach work in new ways
• Innovative - Provides support for their team as they take calculated risks
• Impactful - Coaches their team on what is going well and what can be improved to increase their impact
• Inclusive - Encourages their team to teach, listen, and grow from each other
• Pragmatic - Empowers their team to identify work assignments that do not support key priorities
• Accountable - Holds themselves and their team accountable for executing their part of the company's strategy
• Courageous - Not afraid to have hard conversations to drive better outcomes, but in a highly professional and respectful way

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