Major Account Executive, Global Expansion Sales - #2772146

Job Requisition ID #

26WD102106

Locations

We are investing in remote Major Account Field Sales roles across the EMEA region.

Autodesk's story

The world’s innovators, designers, engineers, builders and creators trust Autodesk to help them design and make a better world for all.

Autodesk’s Design and Make Platform empowers customers to transform how they work through cloud-connected technology, automation, AI, data and insights. From the buildings and infrastructure around us to the products we use and the entertainment that inspires us, Autodesk technology helps our customers design and make the world around us.

Our customers are navigating significant change, including sustainability pressures, labor and supply-chain challenges, rapid technological advancement and increasing digital complexity. Global Expansion Sales helps them unlock greater value from Autodesk by uncovering new opportunities, expanding adoption and connecting Autodesk solutions to their most important business priorities.

Our story

The world’s innovators, designers, engineers, builders and creators trust Autodesk to help them design and make a better world for all.

Autodesk’s Design and Make Platform empowers customers to transform how they work through cloud-connected technology, automation, AI, data and insights. From the buildings and infrastructure around us to the products we use and the entertainment that inspires us, Autodesk technology helps our customers design and make the world around us.

Our customers are navigating significant change, including sustainability pressures, labor and supply-chain challenges, rapid technological advancement and increasing digital complexity. Global Expansion Sales helps them unlock greater value from Autodesk by uncovering new opportunities, expanding adoption and connecting Autodesk solutions to their most important business priorities.

Position Overview

As a Major Account Executive in Global Expansion Sales, you will lead Autodesk’s growth strategy across a focused portfolio of our highest-value Major customers.

The role is designed around deep coverage of a small number of priority accounts. The core design target is approximately seven highest-value Major accounts, while total modeled books can be broader by Geo as additional accounts are assigned around the core portfolio.

You will operate as a senior business partner to the customer, bringing a hunter mindset to existing relationships: creating new demand, uncovering substantial whitespace, opening new buying centers and expanding Autodesk into strategic workflows, business units and transformation initiatives.

You will be expected to lead complex, high-value enterprise sales cycles, including seven-figure opportunities and multi-year commercial agreements, while orchestrating the broader Autodesk ecosystem around a common customer strategy. Success will be measured through sustained expansion growth, material pipeline creation, increased share of wallet, executive sponsorship, customer outcomes and forecast accuracy.

Responsibilities

• Own and lead the multi-year growth and expansion strategy for assigned Major customers.
• Develop deep knowledge of each customer’s business model, strategic objectives, operating environment, industry dynamics and transformation agenda.
• Establish a clear point of view on where Autodesk can create differentiated business value for the customer.
• Identify significant whitespace across business units, geographies, workflows, technology estates, user communities and executive priorities.
• Create demand and originate large strategic opportunities, including seven-figure deals and opportunities that may not yet exist in the customer’s formal buying process.
• Build relationships across new buying centers while deepening trusted relationships with existing stakeholders.
• Develop C-suite and senior executive sponsorship across business and technology functions.
• Bring external market, industry and customer insight into executive conversations, with relevant knowledge of Autodesk’s Design and Make industries.
• Translate customer strategy into compelling multi-year value propositions, transformation roadmaps and business cases.
• Lead complex, high-value and potentially multi-year sales cycles involving multiple business, technical, procurement, finance and legal stakeholders.
• Develop and execute competitive strategies to win strategically significant new workloads and displace incumbent technologies.
• Navigate sophisticated commercial arrangements and seven-figure negotiations with strong business and financial acumen.
• Mobilize Autodesk’s executive leadership and broader organization around a unified account strategy.
• Orchestrate Technical Sales, Customer Success, Industry, Partners, Marketing, Professional Services and other specialists at the appropriate stages of the customer journey.
• Develop strategic ecosystem and partner relationships that increase Autodesk’s impact and relevance.
• Maintain executive-level governance around opportunities, risks, dependencies and account priorities.
• Apply account-planning, relationship-mapping, customer intelligence, forecasting and AI-enabled tools responsibly to support multi-year account strategy, executive engagement and opportunity governance.
• Maintain rigorous pipeline quality and deliver accurate, evidence-based forecasts.
• Represent the voice of the customer within Autodesk while bringing relevant Autodesk innovation, capability and thought leadership back to the customer.
  
  

What Success Looks Like

Sustained strategic revenue growth; creation and conversion of substantial new whitespace; increased Autodesk share of wallet; expansion into strategically important workloads and business initiatives; deep C-suite sponsorship; successful execution of seven-figure opportunities; strong multi-year account strategies; competitive displacement; measurable customer outcomes; and consistently high-quality forecasting.

Minimum Qualifications

• 9+ years demonstrated success leading complex enterprise technology, SaaS, cloud or strategic software sales.
• Proven record of creating and closing significant opportunities within large, complex customer organizations, including experience with seven-figure deals or comparable commercial complexity.
• Demonstrated ability to create demand and develop major opportunities rather than simply manage an existing pipeline.
• Strong C-suite presence with the ability to engage credibly on business, industry and transformation priorities.
• Exceptional strategic account-planning and whitespace-development capability.
• Strong business and financial acumen and ability to build compelling economic and strategic business cases.
• Experience leading sophisticated multi-stakeholder and multi-year sales processes.
• Strong competitive selling, negotiation and commercial leadership capability.
• Demonstrated ability to lead large virtual teams and influence senior stakeholders without direct authority.
• Exceptional communication, storytelling and executive presentation skills.
• High standards of commercial judgment, accountability, pipeline management and forecasting.
• Demonstrated fluency with CRM, strategic account-planning, relationship-mapping, pipeline and forecasting platforms. Experience with Salesforce, Clari, Altify or comparable platforms is valued.
  
  

Preferred Qualifications

• Deep knowledge of a relevant Autodesk Solution Group industry - AEC, Manufacturing or Media & Entertainment - where appropriate to the assigned customer portfolio.
• Experience selling enterprise platforms, cloud technology or large-scale transformation solutions.
• Experience navigating complex multinational customer organizations.
• Demonstrated success developing multi-year executive relationships and transformation programs.
• Track record of strategic competitive displacement and significant share-of-wallet growth.
  
  

How We Work At Autodesk

At Autodesk, we work as One Autodesk and bring our One ORBIT values to life every day: Optimistic, Relentless, Brave, Ingenious and Trusted.

In this role, you will bring those values to life by leading as One Autodesk, bringing a bold and informed point of view to our Major customers, making smart decisions in complex environments, creating new possibilities and earning long-term trust at the highest levels of the customer organization.

Learn More

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. For Spain based sales roles, we expect a starting On-Target Earnings (OTE) between 115,500 EUR and 169,400 EUR Annual. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.