Territory Sales Manager
4 weeks ago
As a Territory Sales Manager at Autodesk, you will be responsible for expanding new business and renewals in important accounts to exceed financial and company goals. This role is assigned a sales quota and performance is measured by meeting quarterly and annual targets through up-selling, add-on sales, and cross-selling. You will work closely with Autodesk Partner Management and Autodesk Channel Partners.
Key Accountabilities:
- Generate new business by creatively expanding existing accounts.
- Manage renewals in key accounts.
- Evaluate and prepare business plans for each assigned account, which involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans.
- Develop important relationships within the account, including key executives, and translate customer challenges and opportunities into unique value.
- Ensure the Autodesk team delivers value to the account(s), builds account business plans, and accomplishes upon the plan, grows opportunity pipeline within account(s), uses sound call planning to achieve goals, and makes continuous improvement in moving Autodesk from vendor to trusted advisor.
- Manage accounts through the entire sales process, including outside field sales positions, physically at customer locations for business development, prospecting, and specifications through contract negotiations, signing, and post-sales support.
- Deliver an accurate weekly, monthly, and quarterly forecast of business.
- Partner collaboratively with channel partners to understand their business, creatively adopt programs to improve new revenue, and expand partner relationships.
- Reach out and provide regular customer feedback to the product, industry, and strategic marketing teams to help identify product strengths and areas of improvement.
- Negotiate deals and contracts at multiple levels within the targeted account, with primary focus on 'C' and enterprise-level negotiations.
- Sell complex service engagements and creatively seek alternative solutions.
- Be a trusted advisor for customers and identify win-win situations.
- Help customers and Autodesk develop success reference stories.
- You will report to the Sales Director based in India.
- You will work in a hybrid environment.
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