Expansion Account Sales Executive

Utilities Expansion Account Sales Executive

The Utilities Expansion Account Sales Executive expands new business and renewals in assigned North American utilities accounts to exceed financial and company goals. This individual contributor job is assigned a sales quota and performance is measured with quarterly and annual targets by up-selling, add-on sale, and cross-selling. You will report to an Industry Sales Leader and will work with our technical specialists, customer success, business development representatives, account-based marketing, partner management, and external channel partners.

Responsibilities

• Create new business by creatively expanding your assigned accounts
• Manage renewals in each of your assigned accounts in conjunction with the assigned Renewals Executive
• 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 at the executive level
• Translate customer challenges and priorities into unique value propositions
• Ensure the Autodesk team delivers value to the account by 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 locations for business development, prospecting, and opportunity qualification through contract negotiations, signing, and post-sales support
• Negotiate deals and contracts at multiple levels within the assigned account, with primary focus/importance on senior/executive management and enterprise level negotiations
• Deliver an accurate weekly, monthly & quarterly forecast of new and renewal business
• Collaborate with channel partners to understand their business, creatively adopt programs to increase new revenue, and expand partner relationships
• Provide regular customer feedback to the product, industry & strategic marketing teams to help identify product strengths and areas of improvement
• Work remotely in the US with preference for someone located in Colorado, California or Washington

Minimum Qualifications

• 4+ years' experience with quota achievement selling with on premise, SaaS or a hybrid model
• Experience selling to utilities 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