Job Requisition ID #
Position Objective:
As Govt Territory Account Sales Executive you will be responsible to expands new business and renewals in Government accounts to exceed financial and company goals. This individual contributor job is assigned a sales quota and performance is measured by quarterly and annual targets by up-selling, add-on sale, and cross-selling. You will report to Director- Sales – Govt Business and will work with our BDRs, Account Based Marketing team and Autodesk Channel Partners
Responsibilities:
Create new business by creatively expanding existing and new accounts & Manage renewals in each assigned accounts
Evaluate and prepare business plans for each assigned account
Evaluate the customer profile, create value messaging, and target important steps needed to implement the account plans
Develop important relationships within the account including Executive connect.
Translate customer challenges and priorities into unique value propositions
Ensure the Autodesk team delivers value to the account, implementing the account plan
Grow opportunity pipeline within the assigned accounts, uses sound call planning to achieve your goals and make continuous improvement in moving Autodesk from vendor to trusted advisor
Manage accounts through entire sales process; this is an outside field sales position, physically at customer location for business development, prospecting, and opportunity qualification through contract negotiations, signing, and post-sales support
Manage complex Govt tenders at multiple levels within the assigned account, with primary focus/importance on senior/executive management
Deliver an accurate weekly, monthly & quarterly forecast of business
Collaborate with channel partners to understand their business, creatively adopt programs to increase new revenue, and expand partner relationships
Be a Trusted Adviser for customers & identify win/win situations & develop success reference stories
Represent India Public Sector business in providing regular customer feedback to the product, industry & strategy teams to help identify product gaps and areas of improvement
Minimum Qualifications:
5+ years experience with quota achievement selling with on prem, SaaS or a hybrid model
A proven track-record in managing and growing Govt & Public Sector accounts
Enterprise Technology Software sales experience with direct and indirect selling channels
Bachelor's degree or equivalent experience
Experience in the Architecture, Engineering, Construction or Manufacturing industries
Strong sales process and account planning skills (TAS, Value & Outcome Based Selling)
Strong executive selling and relationship experience
Experience of working along with Channels & VAR ecosystem
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