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Country Manager (India) - AEC Solutions

Bengaluru, KA
Job Code:
  • IT
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Job Details

The Country Manager AEC provides direct leadership to Architecture, Engineering and Construction (AEC) business. He/ She would be responsible for providing direction on vertical sales strategy and management for the AEC business in India. The prospective person in this role would champion and promotes the AEC sales vision by providing leadership excellence in account planning and strategy, relationship building, and sales execution.* Drives Business Results o Achieve sales objectives by leveraging Autodesk's current position within the AEC space and expanding our footprint by selling deeper and wider throughout the Architecture, engineering and Construction market. * Develop the AEC Sales Team o Provide world-class sales force management of the Industry target Account business within the vertical, developing the team as AEC Sales experts, honing the skills of a team of Trusted Advisors calling at the CxO level and unparalleled in delivering the business value of our products and services. * Partner with the extended Sales team o Build and motivate extended global/ virtual team (sales, support and consulting) to achieve AEC sales goals o Develop strong working relationships across GEOs and functions (finance, operations, product division, marketing, etc.) * Execute Strong Business Practices o Build reliable forecast process and system as required. Ensures timely and accurate forecasts to Sales Leadership. o Drive effective use of sales processes, tools and methodologies within the team to achieve and exceed sales program expectations. o Proactively provide effective internal reporting and presentations to the Sales Leadership team. * Build and Execute the Annual Business Plan o Create a comprehensive Annual Business Plan including customer segment, resources, financial, and solution. Effectively leads the AEC Vertical Sales team to ensure execution of the plan. o Build effective strategy for pursuing selected market or Industry Target Accounts Segment. o Responsible for growing customer business relationships o Actively engages with team to develop specific customer plans. o Leads direct customer meetings at the CEO/ CXO level. * Contribute to the broader Autodesk team o Provide insight and feedback to the product development and marketing organizations relative to AEC customers' critical business issues and solutions opportunities. o Drive best practices across the sales organization with emphasis on developing strong, long-term account relationships. o Make contributions to Autodesk outside of AEC(s)/territory, for example may participate on a core team, bring new ideas into business and/or develop sales tools or new approaches for the benefit of the wider sales organization.__Education BE / BArch with MBA Preferred.__Professional Experience and Qualifications* Overall 12 years experience, with expertise in Business Development and Sales * Consultative selling experience, along with a strong techno-commercial acumen * Demonstrated ability to penetrate existing markets with new products and services and build an organization to keep pace with market growth. * Demonstrated ability to recognize emerging competitor strategies and develop counter-strategies that maintains market leader position. * Demonstrated ability to develop partnerships with customers, suppliers and government agencies. * Demonstrated ability to manage key financial measures with an emphasis on accurate forecasting and budgeting. * Demonstrated ability to develop and manage strategic, high level management relationships * Existing CxO level in-country contacts in the AEC industry vertical would be very desirable * Negotiation skills and ability to execute complex contracts in working with cross-border, multi-national, and multi-cultural teams * Ability to ability to deal with ambiguity, non-hierarchical, unstructured organizations * Ability to get their hands dirty and ability to work independently * Should be results orientated, and have high-energy, entrepreneurial orientation with a drive to create value. * Strong interpersonal skills, able to engender creative thinking, teamwork, and elicit results from others. * Ability to identify and build teams, with demonstrated capability of having built strong sales teams * Strong influencing skills with capability to build consensus, both internally and with * Must have flexibility to work outside standard work hours for home time zone. * Must have strong verbal and written communication skills__Leadership Characteristics.* __Understanding the Business Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily. * __Focusing on Action and Outcomes Attacks everything with drive and energy with an eye on the bottom line; not afraid to initiate action before all the facts are known; drives to finish everything he/she starts. * __Inspiring Others Is skilled at getting individuals, teams, and an entire organisation to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people. * __Keeping on Point Can quickly separate the mission-critical from the nice to dos and the trivials; quickly senses what s the next most useful thing to work on; focuses on the critical few tasks that really add value and puts aside or delays the rest. * __Communicating Effectively Writes and presents effectively; adjusts to fit the audience and the message; strongly gets a message across.
Degree: MBA/ PGDM

Additional Degree: BE/ B.Tech (Engineering) | B.Arch. (Architecture)

Experience: 12-17


Channel Sales | Client Servicing | Corporate Sales | Relationship/Account Servicing
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