Technical Sales Specialist, Design & Manufacturing

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Technical Sales Specialist, Design & Manufacturing

Location: Sydney or Melbourne- Australia

Job ID: 20WD38837

**Position Overview**

Autodesk, Inc., is a leader in 3D design, engineering and entertainment software industry l;ku. Customers across the manufacturing, architecture, building, construction, and media and entertainment industries including the last 16 Academy Award winners for Best Visual Effects use Autodesk software to design, visualize, and simulate their ideas before they re ever built or created them. We are looking for a motivated and enthusiastic candidate for a pre-sales technical role, passionate about exploring and presenting the newest software technologies and trends in the design and manufacturing industry. The candidate will play an important role, understanding and solving the customers business challenges and needs, working in close collaboration with the sales team, overachieving our company goals. The Technical Sales Specialist enthusiastically assists customers to make the best decision on the Autodesk solutions that will meet their needs.


+ Responsible for leading and presenting all technical sales aspects of an Autodesk sales cycle

+ Technical Specialists partner with Autodesk sales teams and authorized resellers to assist in the development, management and execution on strategies and tactics for closing business

+ They meet with individuals at all levels within a customer s organization in order to understand their issues and position solutions while discovering business opportunities for Autodesk

+ The Technical Sales Specialist uses in-depth industry and software knowledge to uncover customer business issues and suggests improvements, thus earning status as a trusted advisor with the Customers

+ She/he will be based in Autodesk s Melbourne or Sydney offices and support sales opportunities of our Sales team across Australia and New Zealand

Account Plan Development

+ In partnership with Territory Account Sales Executives (TASE), Territory Inside Sales, and/or Channel Partner Account Managers, develops a technical account plan and supports 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

+ Partner with the sales executives in generating new opportunities by working with them in developing account, applying direct sales methods, employing cross-selling tactics, and using Target Account Selling (TAS) practices

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

+ Works with sales teams that support both direct sales and reseller sales channels

+ Partner with sales representatives to assist in the development, management and execution on strategies and tactics for closing business

Customer Relationship Management

+ In partnership with TASE, Territory Inside Sales, and/or Channel Partner Account Managers, develops 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

+ Develops long term customer relationships and achieves customer satisfaction goals. Maintain and grow respected, trusted advisor relationships with customers and members of the Autodesk sales team involved with the account

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 and 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

+ Influence product development and product direction through customer feedback and identified business opportunities

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

Social Selling

+ Participates in the Design and Manufacturing 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**

+ At least 5 years of professional experience in the engineering industry

+ Understanding of CAM and Manufacturing technologies (additive, subtractive)

+ Understanding of Industry trends like Generative Design, artificial intelligence and machine learning

+ Familiar with at least one of the leading CAD software, such as Inventor, Fusion 360, Pro/E, NX, Catia, SolidWorks etc.

+ Experience in Factory Layout and Design

+ Knowledge of PDM/PLM solutions such as Autodesk Vault or similar technologies

+ Understanding of customer workflows, processes and requirements in the Design & Manufacturing industry

+ Understanding of the competitive landscape

+ Strong value selling skills

+ Candidates with technical sales experience are preferred

+ Demonstrated ability to work in an extended team of technical personnel, marketing/sales people, and project managers

+ Demonstrated ability to work independently with minimal supervision

+ Excellent communication and presentation skills

+ Excellent group facilitation skills

+ Energetic, dynamic and enthusiastic personality, i.e. willing to engage with all levels

+ Travel required as needed for customer onsite engagements and business-related events

**Preferred Qualifications**

+ Web architecture and web development

+ Programming knowledge

+ Building Information Modelling knowledge

+ Simulation software

**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.

**Job:** **Sales*

**Title:** *Technical Sales Specialist, Design & Manufacturing*

**Location:** *Australia-Victoria-Melbourne*

**Requisition ID:** *20WD38837*

At Autodesk, we’re building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.