26WD96972
Job Description
Job Title: Territory Account Technical Lead
Job Summary
Autodesk is seeking an experienced Territory Account Technical Lead to join our Specialist Sales team. In this role, you will serve as a customer-facing technical expert driving Autodesk’s technical sales execution across a defined territory of high-potential accounts. As part of Autodesk’s Specialist Sales job family, you will leverage deep product and technical expertise combined with focused sales execution to grow adoption of strategic and emerging Autodesk solutions. This position is aligned with Autodesk’s Territory engagement model, supporting customers in the Grow, Nurture, Develop, and Reach segments – typically medium-size and small businesses with strong current or future growth potential. You will collaborate closely with Field and Inside Sales teams, channel Partners, and Customer Success to ensure Autodesk’s technology is effectively positioned to solve customer challenges and drive sustainable revenue growth. By aligning technical solutions to customer workflows and business outcomes, the Territory Account Technical Lead plays a key role in Autodesk’s sales strategy of focusing on expansion motions (upselling, cross-selling, and new product adoption) in territory accounts, helping accelerate growth and customer success in the journey toward Autodesk’s $10B+ revenue goal. ,
Key Responsibilities
- Technical Discovery & Solution Design: Lead in-depth technical discovery with customers (often alongside partners and inside sales) to understand business requirements and workflows, then architect Autodesk solutions utilising validated reference architectures and workflows that address customer needs. Develop territory-level technical roadmaps (Customer Technical Vision) to guide how Autodesk’s technologies can be adopted to achieve customer outcomes.
- Sales Support & Execution: Act as the technical leader in the sales cycle for territory accounts, driving expansion opportunities (upsell, cross-sell, new product sales) and supporting renewal motions by demonstrating how Autodesk’s solutions add value to customers’ businesses. Provide pre-sales support including product demonstrations, technical presentations, ROI/value analysis, and solution consultations to accelerate deal closure.
- Partner Collaboration: Engage and enable Autodesk channel partners in technical pre-sales and solution delivery. Guide and mentor partners’ technical teams to ensure they can effectively position and implement Autodesk solutions for our shared customers. Act as a trusted technical advisor to partner engineers, helping them extend Autodesk adoption in territory accounts and ensuring partner-led engagements are successful. ,
- Customer Engagement & Success: Build trusted relationships with customers, becoming a go-to technical advisor for their Autodesk-related needs. Work through and alongside partners and Account Representatives (Territory Inside Sales) to ensure customers receive high-quality technical guidance and support. Support a smooth transition from pre-sales to post-sales by collaborating with Customer Success Managers (CSMs) to ensure that deployed solutions meet customer expectations and drive intended outcomes.
- Technical Orchestration: Coordinate Autodesk’s technical resources strategically – identifying when to involve Autodesk’s specialist engineers or Technical Specialists for complex issues or advanced product expertise, while ensuring partner teams remain in the lead for standard implementations. Oversee the technical aspects of multiple sales engagements concurrently, maintaining efficiency and consistency in how technical sales activities are executed across the territory.
- Issue Resolution & Escalation Support: Serve as the technical point of contact for resolving complex technical challenges in your territory. Work with partners and internal teams to troubleshoot and resolve customer technical issues, and assist with escalations by providing expert guidance on recurring technical challenges, thereby improving partner capability and reducing the need for Autodesk-led escalations. ,
- Territory Planning & Sales Strategy: Collaborate with Account Executives (Field Sales) and Account Representatives (Inside Sales), as well as Partner Managers, to develop and execute territory account plans that integrate technical strategies with sales goals. Identify whitespace opportunities and contribute to account/territory planning by pinpointing where Autodesk’s solutions can drive additional value and expansion. Ensure that technical activities (demos, proofs-of-concept, workshops) are aligned with the territory’s sales priorities and forecasting.
- Revenue & Pipeline Growth: Take ownership of the technical aspects of the sales pipeline in your territory. Use your technical insight to identify and influence new sales opportunities, helping to qualify leads and shaping them into viable opportunities. By working in tandem with sales reps, you will help drive incremental revenue from your accounts through a focus on expansion and high conversion rates, directly contributing to Autodesk’s growth in the territory.
- Thought Leadership & Enablement: Act as a thought leader for technical sales in the territory. Lead enablement sessions and develop best practices, playbooks, and reusable assets (e.g. demo frameworks, technical guides) to improve scalable execution of technical sales engagements. Provide feedback and insights from the field to Autodesk’s product and marketing teams to influence product roadmaps and go-to-market strategies, ensuring our solutions remain aligned with customer needs and market trends.
Required Qualifications (Basic)
- Education & Experience: Bachelor’s degree in Engineering, Computer Science, Business, or a related field (or equivalent work experience). 5+ years of experience in a technical sales, sales engineering, solutions consulting, or pre-sales role, preferably in the enterprise software or SaaS industry.
- Technical Expertise: Deep proficiency in Autodesk’s software solutions (or similar design, engineering for manufacturing solutions) with the ability to quickly learn new products and technologies. Proven experience in designing solution architectures and performing technical demonstrations that solve complex customer problems.
- Sales & Business Acumen: Strong understanding of sales processes and motions (e.g. new business, upselling, cross-selling, renewal) and the ability to align technical activities with sales goals. Demonstrated business acumen to understand customer industry trends, pain points, and business drivers, translating them into technical solutions that deliver clear business value.
- Communication & Presentation Skills: Excellent communication, presentation, and technical storytelling abilities. Able to articulate complex technical concepts in terms of customer value and ROI for both technical and non-technical stakeholders. Experience engaging with mid-level to executive audiences, building credibility as a trusted technical advisor.
- Collaboration & Influence: Proven ability to work collaboratively in a cross-functional sales environment. Comfortable partnering with field sales (Account Executives), inside sales (Account Representatives), channel partners, and customer success teams to orchestrate end-to-end solution delivery. Strong relationship-building skills with both customers and partners, with a focus on enabling others and driving joint success. ,
- Problem-Solving: Strong analytical and problem-solving skills. Able to handle complex technical challenges, guide others in troubleshooting, and propose innovative solutions. Experience resolving customer technical issues and managing escalations in a pre- or post-sales context is essential.
- Drive & Adaptability: Results-driven mindset with a track record of meeting or exceeding sales and technical performance metrics. Ability to manage multiple accounts and projects in a fast-paced environment, prioritize effectively, and adapt to Autodesk’s evolving sales strategies and tools.
Preferred Qualifications (Preferred)
- Industry Knowledge: Background or domain experience in one or more of Autodesk’s key customer industries (e.g., architecture, engineering, construction, manufacturing, design, or media) is highly advantageous. Understanding of industry-specific workflows and challenges will help in crafting relevant technical solutions.
- Channel/Partner Experience: Demonstrated success working with or within channel partner organizations (such as value-added resellers or systems integrators). Experience enabling partners or co-selling with partners is a strong plus, as the Territory ATL role heavily involves partner-led engagement models. ,
- Sales Methodology & Tools: Familiarity with modern sales and account management methodologies (for example, Target Account Selling (TAS) or solution selling approaches) and proficiency with CRM and sa