Technical Solutions Executive, AEC

Position Overview
The Technical Solutions Executive partners with the Named Accounts Sales Executive to drive incremental annual recurring revenue (ARR) by translating a Named Account customer’s business challenges into technical solutions that deliver business outcomes. Responsible for driving expansion and long-term partnerships in accounts by gaining a clear understanding of a customer’s environment, challenges and requirements.


Responsibilities
Account Plan Development and Management
In partnership with Named Accounts Sales Executives, validates customer success plan and executes on strategy/tactics for closing business and driving expansion
Coordinates with global account resources (such as the Customer Success Manager) on account strategy and customer initiatives
Uses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategies

Customer Relationship Management
Develops required level of knowledge of customers' business process, workflows, and technical requirements in order 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 current and new Autodesk solutions
Demonstrates thought leadership at the customer to differentiate Autodesk and gain acceptance that Autodesk is a long-term solution provider

Technical Discovery & Solution Fit
Leads and manages technical discovery
Provides leadership and guidance in the formulation of requirements definitions, scope documents, user needs studies, process assessments and project assessments for sales opportunities to help make business cases and drive ROI
Happy to lead or facilities in discovery workshops of varying sizes to help uncover business issues/drivers/initiatives and use this information to help connect with Autodesk solutions to deliver 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
Responsible for aligning with key customer stakeholders to secure business and technical closure of the proposed solution. Manages technical evaluations, defines solution architecture, facilitates product demonstrations, "pilot" projects, 3rd party engagements etc
Provides technical validation and assesses feasibility, correctness and completeness of proposed solutions; applies best practices in solving business problems
Assesses and directs customers regarding strategic product issues involving license deployment, licensing structures and license management to maximize customer satisfaction and product revenue

Collaboration
Develops and maintains trusted working relationships with the sales force and adjacent business resources (sales management, consulting, business development, global technical sales, marketing)
Oversees and guides these resources within outlined account objectives to ensure customer satisfaction and business closure, coordinate global strategy and account coverage, and support broader decision making whilst enhancing the customer experience with Autodesk

Internal Leadership
Shares best practices, competitive information, innovation, and thought leadership within the sales organization, product divisions, and technical sales organization locally and globally
Interacts and communicates with the various business units of Autodesk to ensure that Named Accounts needs are met
Provides answers and shares knowledge on technical product and integration information


Minimum Qualifications
Master/Diploma degree in Engineering, Process Engineering or similar
Knowledge of the Architecture, Engineering or Construction industry in the UK
Knowledge of the Autodesk solution portfolio (e.g. Revit, BIM360, etc.)
Solution Sales methodology or technical sales experience is preferable
Excellent oral communication and writing skills - including comfort in front of large audiences
Strong teamwork / relationship management skills
Works independently and can manage multiple priorities
Requirements gathering and discovery proficiency
Ability to travel up to 35%


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.