Technical Sales Specialist, HUB

Autodesk Inc. Denver, CO
Technical Sales Specialist, HUB

Location: Denver, CO- United States

Job ID: 18WD28514

Position Overview

HUB Technical Sales Specialists (TSS) partner with Territory Inside Sales teams and Channel Partners to drive incremental annual recurring revenue (ARR) and subscription growth by translating a customer's business challenges into technical solutions that deliver business outcomes. They are responsible for leading and delivering on all technical sales aspects of an Autodesk sales cycle. They meet with individuals at all levels within a customer's organization to understand their business issues and position solutions while discovering new business opportunities for Autodesk.

Responsibilities

Account Plan Development

* Partners with Territory Inside Sales and/or Channel Partner Account Managers to develop a technical account plan and support execution on the agreed upon strategies/tactics for closing business

* Uses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategies

Technical Discovery & Solution Fit

* Performs in-depth assessments of customer processes to investigate, uncover and understand customer's business issues

* Utilizes knowledge of business trends, technology, and industry to identify areas of opportunity for customer process improvement

* Facilitates in discovery workshops of varying sizes to help uncover business issues/drivers/initiatives, and uses this information to connect Autodesk solutions to business outcome value

* Leverages Autodesk software, applications, and services together with other resources to develop innovative solutions that satisfy technical, fiscal and schedule constraints within the customer's business

Customer Closure

* Provides customer solutions based on the understanding of their needs

* Captures metrics for quantifying and justifying the customer's return on investment (ROI) to support business closure

* Develops, delivers and demonstrates proposed solutions & product overviews and relates them to the customer's business issues

* Works with strategic Autodesk and Channel Partners to position solutions for customer adoption and success Understands, positions and sells Autodesk's unique business value in competitive sales situations

Customer Relationship Management

* Partners with Territory Inside Sales and/or Channel Partner Account Managers to develop a required level of knowledge of customers' business processes, workflows, and technical requirements to build "trusted advisor" relationships with customers

* Maintains a comprehensive knowledge of the business processes, technology trends, and workflows, within their domain of expertise to provide insight and guidance required to position the value of Autodesk

Collaboration & Support

* Develops and maintains trusted working relationships with sales teams (field sales, inside sales, Channel Partners) and adjacent business resources (sales management, marketing, product development, support)

* Oversees and guides these resources within outlined account objectives to ensure customer satisfaction and business closure

* Collaborates with other TSS to support customer needs outside their domain of expertise, and to employ cross-selling tactics

* Provides in-situation coaching and mentoring for Channel Partners on technical sales initiatives and execution

Internal Leadership

* Shares best practices, competitive information, innovation, and thought leadership within the sales organization, product divisions, Channel Partners and technical sales organizations locally and globally

* Interacts and communicates with the various business units of Autodesk to ensure that customer needs are met Influences product development and product direction through customer feedback and identified business opportunities

* Provides answers and shares knowledge on technical product and integration information pertaining to Autodesk or competitor products

* Supports internal sales & technical sales enablement through creation or localization of digital assets and content

Social Selling

* Participates in their industry's community through discussion groups and online/social mediums

* Acts as an evangelist for Autodesk's solutions. Maintains and promotes the value of their industry expertise to Autodesk sales, Channel Partners, and customers

* Is involved in marketing webinars, industry newsletters, blog and social media channels, Autodesk Knowledge Network (AKN) articles, customer success stories, and Account Based Marketing (ABM) plans

* Participates in company sponsored events and tradeshows to promote Autodesk's solutions within target markets

Minimum Qualifications

* 5 years' experience in Architecture, Engineering and/or Construction

* Bachelor degree in Architecture, Engineering, Construction or related industry- Professional registration(s)

* Proven successful implementations of BIM platform technologies

* Understands the Construction industry and maintains knowledge of future trends

* Understands project workflows from design, estimation, construction administration, coordination and fabrication

* Knowledge of industry standards, workflows, data formats and interoperability techniques

* Works both independently and in team environments and can manage multiple priorities

* High communication and presentation skills

* High motivator

* Experience working with Microsoft Windows and Office Products

Preferred Qualifications

* Knowledge of Autodesk AEC solutions (Revit, Navisworks, BIM 360, Collaboration for Revit, Infraworks)

* Experience with competitive software within industry

* Experience with construction processes

* Experience with field construction management solution

* Sales methodology or technical sales experience a plus

* Professional registration (P.E., AIA, etc) and industry accreditation (LEED AP, AGC, CSI, etc )

* Travel Requirements: Less than 10% of time

About Autodesk

With Autodesk software, you have the power to Make Anything. The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It's disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity. Our software is used by everyone - from design professionals, engineers and architects to digital scientists, students and hobbyists. We constantly explore new ways to integrate all dimensions of diversity across our employees, customers, partners, and communities. Our ultimate goal is to expand opportunities for anyone to imagine, design, and make a better world.

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