AEC Consulting Solutions Executive
AEC Consulting Solutions Executive (
Job Number:
11000001WK)Description
General Summary:
This key contributor within the Autodesk Consulting organization will serve as the primary point of contact with Major Account Sales Executives on the AEC Sales team in their assigned accounts to support and close the sale of Autodesk Consulting solutions. Activities will include business development support such as identification of customer business issues, definition of appropriate business/technical solutions, engagement management, account development, and business consulting. Additional activities will include working with consulting delivery teams to create detailed project scope documentation, and develop project schedules and pricing.
Principal Duties and Responsibilities:
· Acts as primary liaison between Autodesk Consulting and the Account Executives on the AEC Major Account sales team
· Assists Account Executives with delivering sales presentations, maintaining relationships, and qualifying, proposing, negotiating, and closing deals with Top Architecture, Engineering and Construction firms.
· Translates AEC customer business/technical challenges into business solutions based on Autodesk products, augmented with 3rd-party technology as required
· Manages the consulting services sales process from proposal to close, including identifying and ensuring assignment of pre-sales resources to pursue qualified opportunities
· Engages in proposal writing for RFP responses, presentations, and other documentation.
Develops of Proposals/RFP Responses, Task Orders, Statements/Scopes of Work, and other contract documents
Develops of Proposals/RFP Responses, Task Orders, Statements/Scopes of Work, and other contract documents
· Assists in the negotiation of contract terms and conditions
· For deals involving 3rd-party technology and/or services, develops Task Orders and subcontract agreements, processes Ariba requisition
· Ensures signed contracts and customer Purchase Orders are in place
· Provides education and evangelizes services offerings both internally to the AEC Major Account Sales team and externally to the AEC market space - this may include attending and presenting at conferences
· Represents customer needs and provides feedback on Autodesk solution offerings to Autodesk's business team and the respective product divisions
Requirements:
- 7+ years sales, business development, and services delivery experience in a high technology consulting services business. AEC Market experience is a significant plus.
- Track record of success in solution selling Enterprise Consulting Services.
- Experience with Building Information Modeling, Construction or Engineering Service concepts is a plus.
- Demonstrated expertise in understanding customer requirements and proposing solutions, including development of work breakdown structures and work effort estimates
- Ability to assess feasibility and costs of client requests
- Excellent oral and written communication skills and the ability to persuasively articulate services offerings and their business value to customers
- Excellent problem solving and negotiating skills
- Ability to work in a fast-paced, unstructured, highly-matrixed, and entrepreneurial "start-up" environment, requiring superior skills in critical thinking, influencing, and managing multiple priorities under tight deadlines
- Ability to travel up to 50%
- Expert knowledge of documentation tools (MS Office suite)
- 4-year degree from an accredited institution in Business, Marketing, or Engineering, or equivalent experience; MBA preferred
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