Territory Sales Executive, Africa at Autodesk

Autodesk is seeking a Territory Sales Executive is responsible for expanding new business and renewals in key regions to meet/exceed financial and business objectives. This job is assigned a sales quota and performance is measured by meeting or exceeding quarterly and annual targets by up-selling, add-on sale, and cross-selling. This position reports to a Territory Sales Manager and will work closely with our Autodesk Partner Management, Autodesk Channel Partners, and Autodesk Field Sales.

Responsibilities

• Generate new business by creatively expanding existing region
• Proactively own renewals in key accounts
• Evaluate and prepare business plans for each assigned account. This involves evaluating the customer profile, creating value messaging, and targeting key steps needed to execute the account plans
• Develop important and effective relationships within the account including Key Executives and translate customer challenges and opportunities into unique business value
• Ensure the Autodesk team delivers Business Value to the accounts, builds effective Account Business plan and execute upon the plan, builds, maintains and grows opportunity pipeline within accounts, uses sound call planning to drive business results and makes continuous improvement in moving Autodesk from vendor to trusted advisor
• 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
• Partner collaboratively with channel partners to understand their business, creatively adopt programs to drive new revenue, and expand business partner relationships
• Reach out and provide regular customer feedback to the product, industry & strategic marketing teams to help identify product strengths and areas of improvement
• Negotiate deals and contracts at various levels within the targeted account, with primary focus/importance on “C” and enterprise level negotiations
• Be a Trusted Adviser for customers and identify win/win situations
• Help customers and the company develop success reference stories

Minimum Qualifications

• Proven experience of managing and growing a portfolio of accounts offering complex business solutions
• Strong executive selling and relationship management experience
• Software selling in to an Engineering environment is a must, Architecture, Engineering and Construction OR Manufacturing industry is ideal
• Demonstrable track record in account planning