Job Requisition ID #
25WD90235
Position Overview
This is a unique opportunity for an experienced executive to lead the North America geography for Architecture, Engineering, Construction and Owners (AECO) Mid-Market organization of ~45 employees and an annual contract value (ACV) of $350M+. We are looking for a dynamic, high-energy Sales Leader with excellent business acumen, and a proven track record in leading a team of senior sales managers. The ideal candidate has a strong commercial and technical aptitude and a passion for sales leadership.
Responsibilities
You will be responsible for leading a high-performing, results-producing team of Regional Sales Managers and Account Managers who focus on exceeding assigned quotas by generating incremental new business and maximizing existing revenue streams/renewals from a portfolio of Mid-Market accounts.
In your position you continuously assess the market/industry situation and customer requirements in NAMER and influence/contribute to the strategic intent and realization process led by the corporate Industry Strategy team.
You contribute to the successful creation and implementation of the AMER strategy by defining and implementing a strategy and execution plan for your own area of responsibility.
Holding team members accountable for growing and maintaining a long-term opportunity pipeline and coaching them through regular pipeline management routines to drive quality
You are responsible for conducting regular forecast discussions with sales managers and for providing a high-quality sales forecast that meets the quarterly budget targets within defined margins of error.
You advise your team in complex sales situations and coach them in determining efficient sales tactics - customer engagement, stakeholder management, commercial negotiation, business case definition, etc.
You build relationships effectively across the organization to align workstreams and drive customer and company-wide impact. Working with Technical Solutions Executives, Autodesk Account Based Marketing, License Compliance, Customer Success, Channel and other peer groups and business partners to make sure Go-to-Market strategies are aligned and business goals are met is part of your daily routine.
Coaching and developing individuals is high on your list of priorities. You facilitate regular coaching conversations about professional growth and career development with each of your direct reports and hold them accountable for growing their own team members.
You create a culture of inclusion, clarity and accountability. This role requires high EQ and you are a people and customer led, values-based leader. Supporting a culture which values honesty, integrity and people centric leadership. You support the team through regular coaching and recognition.
Culture code
The following behaviors that support our Culture Code are expected of you
Smart - Minimize complexity and strive for simplicity. Encourage your team to focus on doing fewer things better. Gather and blend data and opinions from diverse sources and stakeholders to make informed decisions in a timely manner.
Innovation - Exhibit and instil curiosity and creativity. Seen new ways to solve problems and challenge prevailing assumptions and status quo
Accountable - Establish and ensure ongoing clarity of roles, responsibilities, and expectations for yourself and your team. Monitor key milestones on projects to identify potential red flags. Own company decisions even when unpopular, to drive the organization forward.
Impactful - Inspire the team to relentlessly question whether their efforts are driving value for Autodesk and its customers. Create @context by continuously explaining the 'Why' behind things and by connecting the team's efforts back to the vision and ultimate customer impact.
Adaptable - Embrace uncertainty and guide your team to approach roadblocks as opportunities to approach work in new ways. Acknowledge that change can be difficult and disruptive for some and offer ongoing @context and reinforcement for why the change is important.
Inclusive - Collaborate with essential stakeholders to create a common language and shared outcomes. Create a safe environment for your team that allows them to challenge assumptions and perspectives. Listen openly to others with a goal of understanding rather than responding.
Growth mindset and entrepreneurship - Have an ability to approach challenges and situations with an entrepreneurial mindset, positivity, taking calculated risks, and using innovative thinking.
Act as a role model in building trust, psychological safety, belonging, and morale to increase team and business effectiveness.
Qualifications/Requirements
15 years+ of leadership experience
10 years+ of experience in managing a high performing team of sales managers in a mid-market B2B environment offering complex business solutions
Strong sales process, portfolio, and account planning skills (TAS, Value Based Selling or similar recognized sales methodology)
Proven executive selling and relationship experience
Demonstrated success in complex deal negotiation with experience in tender and procurement processes
Knowledge in salesforce.com or similar CRM environment
Experience in a SaaS sales environment
Considerations
Experience in the Architecture, Engineering, Construction and Owners markets
Experience with business transformation - helping customers and a sales team transform to a new business model would be a plus
Learn More
About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software - from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk - it's at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.
When you're an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!
Benefits
From health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/
Salary transparency
Salary is one part of Autodesk's competitive compensation package. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $312,200 and $451,770. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate's experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.
Sales Careers
Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales
Equal Employment Opportunity
At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.
Diversity & Belonging
We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging
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