Technical Sales Specialist (Los Angeles, CA)

Job Description

Position Overview The Autodesk Construction Solutions technical sales specialist partners with ACS inside territory sales team to drive incremental annual recurring revenue (ARR) by translating customer’s business challenges into technical solutions across the Autodesk Construction Cloud platform that deliver business outcomes. This role is responsible for driving expansion in accounts with a one-to-many approach by gaining a clear understanding of a customer’s environment, challenges, and requirements. Additionally, the technical solutions specialist will focus their efforts on transactional business providing value for on-demand product demos and guiding customers through structured pilots of the Autodesk Construction Cloud. They will be also tasked with industry/product sales enablement for incoming business development representatives (BDR) and new account executives unfamiliar with the construction industry. You are the tip of the spear for the Autodesk Construction Solutions pre-sales team for go-to-market messaging with internal teams and product releases.

Responsibilities

• Remote Sales Collaboration: In partnership with the Autodesk Construction Solutions inside sales executives, execute on 100% remote technical demonstrations to ensure technical closure for customers meeting technical and qualified thresholds for opportunity size for inside opportunities while also promoting cross-product selling within Autodesk Construction Cloud. Coordinates with ACS HUB sales professionals to assist in the positioning and technical assistance of qualified sales opportunities. Uses Autodesk company standard sales methodologies to ensure technical closure and alignment with sales strategies.
• Structured Evaluations and Pilots: In addition to on-demand, remote technical demos of the Autodesk Construction Cloud, this role is critical for leading structured evaluations and the pilot evaluation process for the Autodesk Construction Cloud. This includes working closely with customers to establish positive business outcomes and metrics associated with a pilot evaluation as well as guiding the customer through the setup, best practices, and data collection to provide value in the customer’s evaluation process.
• Customer Closure: Working within pre-established qualifications, this role is responsible for aligning with key customer stakeholders to secure business and technical closure of the proposed solution within Autodesk Construction Cloud. Manages technical evaluations, defines solutions architecture, facilitates product demonstrations, and conduct technical phone screenings where applicable. Consults with ACS inside sales on technical validation and assesses feasibility, correctness and completeness of proposed solutions; applies best practices in solving business problems.
• Collaboration: Develops and maintains trusted working relationships with the ACS inside sales team. Coordinates closely with adjacent business resources (e.g. sales management, renewals, adoption, business development) participating in, but not limited to the following: 1) Collaborate with ACS product “centers of excellence” and participates in 2) Customer Success programs such as Voice of the Customer to relay customer feedback to product. This role is also the primary technical solutions resource aligned with participating in ACS marketing sponsored industry or product based webinars for demand generation purposes.
• Internal Sales Enablement: In collaboration with ACS sales operations and sales enablement leadership, this role is responsible for conducting industry and/or product sales enablement for BDR/SDR and inside sales team members. Sales enablement may be conducted in-person, 1:1 meetings, workshops or a one-to-many approach to ensure all inside sales and business development teams are fully enabled on industry processes, challenges, trends and also establish a firm product foundation within Autodesk Construction Cloud. Sales enablement for channel partners may also apply. Technical solutions specialist shall also be responsible for internal product enablement for new releases within the global technical solutions organization on a regular occurring basis.
• Internal Leadership: Shares best practices, innovation, and thought leadership within the sales organization, product divisions, and technical solutions organization locally and globally. Provides answers and shares knowledge on technical product as well as integration information. Participates in mentorship and on-boarding of new ACS technical solutions professionals during their first six weeks.
• Maintains and promotes the value of his/her domain expertise to all Sales channels via a variety of knowledge sharing mechanisms:
• Participating and/or leading one-on-one and team sessions with peers, colleagues, partners, and customers that highlight business objectives/issues and resolution
• Developing, delivering, and leading Autodesk product strategy workshops for internal Autodesk employees
• Establishes and maintains industry leadership through comprehensive, in-depth knowledge of the technologies of her/his domain, and insight into the industry practices, business processes, applications, and solutions the domain impacts and is impacted upon by the global technology marketplace. Influences industry ecosystems through the following activities:
• Leveraging social media networks, sites, and tools to build personal and Autodesk brand to establish credibility
• Developing/delivering presentations to user groups and one-to-many, scalable approaches
• Participating in regional/national conferences by developing and delivering presentations or workshops consistent with Autodesk messaging
• Participating in professional or domain specific associations

Minimum Qualifications

• Bachelors degree, 4-year degree in construction management, architecture, and/or engineering is a plus!
• Previous AEC industry experience is a plus!
• Previous experience using products in the Autodesk Construction Cloud is a plus!
• Polished communication and presentation skills requested

PlanGrid, an Autodesk company, builds simple, beautiful software that construction teams love to use. As part of Autodesk Construction Solutions (ACS), whose mission is to seamlessly connect the office, trailer and the field across the entire construction project lifecycle, PlanGrid’s mobile-first solutions empower general contractors, subcontractors, owners and architects to provide fast, accurate information to the field. With unparalleled adoption by field workers, PlanGrid is used on projects as the single source of truth for all construction data — including drawings, photos, and other critical documents. As a result, critical workflows are streamlined, efficiency is improved and field teams can take on more work and get more done. PlanGrid’s software and other Autodesk Construction Solutions products enable a complete data set to move seamlessly through each phase of a building’s lifecycle — from design and preconstruction to construction, turnover, and operations. PlanGrid is used on more 1.5 million construction projects in 100+ countries. Join us as PlanGrid and ACS advance Autodesk’s leadership in construction. As part of GDPR compliance procedures, we have posted our Recruiting Privacy Notice on our website. Please also note that the advertised position is an opportunity with Autodesk, Inc. (https://www.autodesk.com/), as Autodesk recently acquired PlanGrid. Processing of your personal information as part of the job application process, and as part of Autodesk employment should a candidate be hired, will be handled by Autodesk pursuant to Autodesk’s Candidate Privacy Statement, available at: https://damassets.autodesk.net/content/dam/autodesk/www/content/careers/autodesk_candidate_privacy_statement.pdf. Apply for this job