Principal Account Executive
Job Summary
The Principal Account Executive, Expansion, is responsible for driving sales growth within approximately 40 accounts in Autodesk's construction business. This role focuses on managing complex enterprise-level sales cycles, including up-selling, cross-selling, and renewal strategies. The position acts as a trusted advisor to clients while meeting rigorous quarterly and annual sales quotas.
Responsibilities
- Manage account book and drive sales cycles
- Meet quarterly and annual sales quotas
- Develop new opportunity pipelines
- Lead strategic account planning
- Collaborate with cross-functional sales teams
Required Skills
- Enterprise software sales expertise
- AEC/Manufacturing industry knowledge
- C-level negotiation and closing skills
- Sales forecasting
- Account strategy development
Job Details
Position Overview:
- Responsible for growing sales in ~40 accounts within Autodesk's Construction business.
- Assigned a sales quota and performance is measured by meeting quarterly and annual targets via up-selling, add-on sales, and cross-selling.
- Act as a trusted advisor to increase sales through renewals and displacing competitive products.
Responsibilities:
- Manage your book of business; sell new products and expand existing renewals to meet quarterly targets.
- Lead account strategy and manage the sales cycle for new sales and renewals.
- Produce new opportunity pipeline each week to meet quarterly and annual quota targets.
- Lead presentations to clients, build trusted-advisor relationships with customers, and attend marketing events/conferences.
- Exemplify team-selling culture by collaborating with Business Development Reps, Technical Solutions Executives, Customer Success Managers, and channel partners.
- Deliver accurate forecasts of your business.
- Lead strategic account planning for your accounts.
Minimum Qualifications:
- 5+ years of experience with a proven track record of quota attainment.
- Enterprise software sales experience in the Architecture, Engineering, Construction, or Manufacturing industries.
- Experience prospecting and meeting with C-level contacts.
- Demonstrated closing and negotiation skills.