Enterprise Technical Sales Specialist

ースのソリューションストーリーテリングをリードする

• パイロットおよびPoCを設計・実行し、技術的実現性と成功基準の整合性を確保する

• 複雑な技術的課題や懸念に対応し、顧客の検証プロセスをリードする

商談および提案支援

• 複数のAutodesk製品を含むエンタープライズ提案における技術要素を設計する

• ビジネスインパクト、技術的価値、システム統合観点を定量化し、案件推進を支援する

ドメイン専門性およびイネーブルメント

• 深い業界またはバーティカルの専門知識を活用し、ソリューション設計および顧客対応を行う

• 主要なエンタープライズ顧客や戦略的案件向けに高度にカスタマイズされたデモ資産を構築する

• 再利用可能な技術資産、ドキュメント、イネーブルメントコンテンツを作成し、ベストプラクティスの展開を促進する

• 社内フォーラム、顧客セッション、ウェビナーを通じてソートリーダーシップに貢献する

クロスファンクショナル連携

• EAE、ATL、カスタマーサクセスマネージャー（CSM）、プロダクトチームと連携し、アカウント戦略および長期的な顧客成功を支援する

• 顧客ニーズ、製品ギャップ、競合情報に関するフィードバックをプロダクトマーケティングおよびエンジニアリングへ提供する

• ジュニアテクニカルスペシャリストの育成およびチーム能力向上に貢献する

必須要件（Required Qualifications）

• 技術プリセールス、ソリューションアーキテクチャ、テクニカルコンサルティング、または類似の顧客対応型技術職における5〜8年以上の経験

• 複雑かつ複数製品にまたがるエンタープライズ顧客支援の実績

• 高度なソリューションの設計・検証・説明が可能な高い技術的知見

• エグゼクティブ層への技術ストーリーテリングおよび技術・ビジネス双方のステークホルダーへの影響力

• 技術デモ、パイロット、PoCのリード経験

• テクノロジーをビジネス成果に結び付けるための分析力および問題解決能力

• 営業、技術、カスタマーサクセスチームとの優れた協働およびコミュニケーション能力

歓迎要件（Preferred Qualifications）

• Autodesk関連業界（例：AECO、Manufacturing、AI & Data science）での経験

• ジュニア技術者のメンタリングまたはコーチング経験

• 再利用可能なデモ資産やイネーブルメントコンテンツ、技術的ソートリーダーシップへの貢献経験

• ROIモデリング、バリューエンジニアリング、ビジネスケース作成の経験

• エンタープライズ向けSaaS、クラウドソリューション、または複雑なシステム統合に関する知識・経験

Role Overview

The Enterprise Technical Sales Specialist is a trusted technical advisor responsible for validating, architecting, and demonstrating complex Autodesk solutions for enterprise customers within a defined industry or vertical. This role partners closely with Enterprise Account Executives (EAEs), Account Technical Leads (ATLs), and Customer Success teams to align technical solutions to customer business outcomes.

Operating at a fully proficient level, this role leads advanced technical engagements, supports pilots and proof-of-concepts, contributes reusable technical content, and mentors junior specialists. While primarily aligned to a core vertical, the role may also support multi-industry expansion efforts where broader technical coverage is needed.

This position is open to individuals with deep knowledge of AECO (Architecture, Engineering, Construction, and Operations), D&M (Design and Make), AI & Data Management, and Platform Services.

Key Responsibilities

Customer Advising & Solution Architecture

• Serve as a trusted technical advisor, aligning Autodesk solutions to customer business objectives.

• Partner with ATLs to contribute domain expertise to the creation and delivery of the Customer Technical Vision (CTV).

• Architect end-to-end technical solutions that address complex enterprise workflows and business challenges.

Technical Demonstrations & Validation

• Lead high-impact, customized technical demonstrations and ROI-based solution storytelling.

• Design and execute pilots and proof-of-concepts, ensuring technical feasibility and success criteria alignment.

• Address complex technical objections and guide customers through validation decisions.

Commercial & Proposal Support

• Architect technical components of enterprise proposals involving multiple Autodesk products.

• Quantify business impact, technical value, and integration considerations to support deal progression.

Domain Expertise & Enablement

• Apply deep industry or vertical expertise to solution design and customer engagement.

• Build highly customized demo assets tailored to key enterprise customers and strategic opportunities.

• Create reusable technical assets, documentation, and enablement content to scale best practices.

• Contribute to thought leadership through internal forums, customer sessions, and webinars.

Cross-Functional Collaboration

• Partner with EAEs, ATLs, Customer Success Managers (CSMs), and Product teams to support account strategies and long-term customer success.

• Provide structured feedback to Product Marketing and Engineering on customer needs, product gaps, and competitive insights.

• Mentor junior technical specialists and contribute to team capability development.

Required Qualifications

• 5-8+ years of experience in a technical pre-sales, solutions architecture, technical consulting, or similar customer-facing technical role

• Demonstrated experience supporting enterprise-level customers with complex, multi-product solutions

• Strong technical acumen with the ability to architect, validate, and explain sophisticated solutions

• Proven ability to deliver executive-level technical storytelling and influence technical and business stakeholders

• Experience leading technical demonstrations, pilots, or proof-of-concept engagements

• Strong analytical and problem-solving skills with the ability to align technology to business outcomes

• Excellent collaboration and communication skills across sales, technical, and customer success teams

Preferred Qualifications

• Experience within Autodesk-relevant industries (e.g., AEC, Manufacturing, AI & Data science)

• Prior experience mentoring or coaching junior technical professionals

• Experience contributing reusable demo assets, enablement content, or technical thought leadership

• Familiarity with ROI modeling, value engineering, or business case development

• Exposure to enterprise SaaS platforms, cloud-based solutions, or complex system integrations

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About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software - from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

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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Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://https://www.autodesk.com/careers/sales

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