Account Executive, AEC

26WD99389

ポジション概要
 

Autodeskでは、日本国内の地域顧客に対するビジネス成長を推進する、高い成果志向を持つアカウントエグゼクティブ（AEC）を募集しています。

このポジションでは、建築・エンジニアリング・建設（AEC）業界のお客様との関係構築および拡大を担当し、Autodeskソリューションを通じてお客様のビジネス目標やデジタルトランスフォーメーションの実現を支援します。

フィールドセールスとして担当アカウントを持ち、戦略的なアカウントプランニング、新規顧客開拓、アップセル、クロスセル、および既存顧客の利用拡大を通じて事業成長を推進します。また、テクニカルセールス、カスタマーサクセス、マーケティング、コンサルティング、パートナー営業チームと密接に連携し、BIMやクラウドソリューションを含むAutodeskテクノロジーの活用促進と顧客価値の創出に取り組みます。

本ポジションはAEC Regional Sales Directorの直属となり、Autodeskのハイブリッドワーク環境で勤務いただきます。
 

主な職務内容

• 担当するAEC顧客に対して戦略的なアカウントプランを策定・実行し、売上成長と顧客成功を実現する

• 新規顧客獲得、アップセル、クロスセル、契約更新時の利用拡大を通じて、年間売上目標を達成・超過達成する

• 顧客企業内の意思決定者や経営層との強固な関係を構築・維持する

• BIM、デジタルトランスフォーメーション、およびAutodesk Design and Make Platformの導入促進を支援する

• 顧客のビジネス課題を理解し、具体的な成果につながるAutodeskソリューションを提案する

• 健全な営業パイプラインを維持し、正確な売上予測を提供する

• 複数の関係者やソリューションが関わる複雑な営業案件をリードする

• テクニカルセールス、カスタマーサクセス、マーケティング、コンサルティング、パートナー営業チームと連携し、顧客エンゲージメント戦略を実行する

• AEC業界の市場動向、競合情報、新しい技術トレンドについて継続的に情報収集を行う
   

応募資格（必須）

• エンタープライズ営業またはソリューション営業において5年以上の直販経験

• 建築、エンジニアリング、建設、または土木インフラ業界の顧客向け営業経験

• 継続的に営業目標を達成、または超過達成した実績

• 顧客課題を理解し価値提案を行うコンサルティブセリングスキル

• 複雑な営業案件の管理および正確な売上予測の経験

• 優れたコミュニケーション力、プレゼンテーション力、交渉力、および関係構築力

• テクニカルセールス、マーケティング、カスタマーサクセス、パートナーなどの部門横断チームと効果的に協働できる能力

• 自律的に行動し、成果達成に向けて主体的に取り組める方

• 日本語（ビジネスレベル以上）、英語（業務で使用可能なレベル）
   

歓迎要件

• AEC業界におけるBIMワークフローやデジタルトランスフォーメーションに関する知識

• SaaS、クラウドサービス、またはエンタープライズソフトウェアの営業経験

• Revit、Civil 3D、Autodesk Construction Cloud、AutoCADなどAutodesk製品に関する知識または経験

• SalesforceなどのCRMを活用したパイプライン管理および売上予測の経験
   

Position Overview

Autodesk is seeking a high-performing Account Executive, AEC to drive business growth across our regional customer base in Japan. In this role, you will be responsible for developing and expanding relationships with Architecture, Engineering, and Construction (AEC) customers, helping them achieve their business and digital transformation objectives through Autodesk solutions.

As a field-based sales professional, you will own a portfolio of accounts and be responsible for generating growth through strategic account planning, new business development, upselling, cross-selling, and customer expansion initiatives.

You will collaborate closely with Technical Sales Specialists, Customer Success, Marketing, Consulting, and Channel teams to deliver business value and accelerate customer adoption of Autodesk technologies, including BIM and cloud-based solutions.This position reports directly to the Director, Regional Sales, AEC and operates within Autodesk's hybrid work environment.
 

Responsibilities

• Develop and execute strategic account plans to drive revenue growth and customer success within assigned AEC accounts

• Achieve and exceed annual sales targets through new business acquisition, upselling, cross-selling, and renewal expansion opportunities

• Build and maintain strong relationships with key stakeholders, decision-makers, and executive sponsors within customer organizations

• Promote and accelerate adoption of BIM, digital transformation initiatives, and Autodesk's Design and Make platform

• Understand customer business challenges and position Autodesk solutions to deliver measurable business outcomes

• Maintain a healthy sales pipeline and provide accurate forecasting through effective opportunity management

• Lead complex sales cycles involving multiple stakeholders and solution areas

• Collaborate with Technical Sales, Customer Success, Marketing, Consulting, and Partner teams to develop and execute customer engagement strategies

• Stay informed about industry trends, competitive developments, and emerging technologies within the AEC sector
   

Minimum Qualifications

• 5+ years of successful direct sales experience in enterprise or solution-based selling

• Experience selling to customers within the Architecture, Engineering, Construction, or Civil Infrastructure industries

• Proven track record of consistently achieving or exceeding sales targets

• Strong consultative and value-based selling skills with the ability to engage executive-level stakeholders

• Experience managing complex sales opportunities and maintaining accurate sales forecasts

• Excellent communication, presentation, negotiation, and relationship-building skills

• Highly collaborative, with the ability to work effectively across cross-functional teams including Technical Sales, Marketing, Customer Success, and Partners

• Self-motivated, results-oriented, and comfortable working in a dynamic environment

• Business-level Japanese proficiency and working proficiency in English
   

Preferred Qualifications

• Knowledge of BIM workflows and digital transformation trends within the AEC industry

• Experience selling SaaS, cloud, or enterprise software solutions

• Familiarity with Autodesk solutions such as Revit, Civil 3D, Construction Cloud, AutoCAD, or related technologies

• Experience using CRM platforms such as Salesforce for pipeline and forecast management
   

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About Autodesk

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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. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

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