Job Requisition ID #
26WD95585

ポジション概要
Design & Manufacturing 業界における Expansion Account Executive は、重要顧客における新規ビジネスの拡大を担当し、新規売上成長や総売上成長などの KPI を達成・超過する役割です。本ポジションには売上目標(クオータ)が設定されており、アップセル、アドオンセールス、クロスセルを通じて、四半期および年間目標の達成度によってパフォーマンスが評価されます。

Autodesk パートナーマネジメント、Autodesk チャネルパートナー、ビジネスデベロップメント担当、テクニカルセールスエグゼクティブ、マーケティング、プロダクトスペシャリスト、カスタマーサクセスチームと密接に連携して業務を行います。

主な職務内容

• 新規および既存アカウントに対し、創造的なアプローチでビジネス拡大を推進する
• 担当アカウントごとのビジネスプランを策定・評価する(顧客プロファイルの分析、価値訴求メッセージの作成、アカウントプラン実行に必要な主要ステップの特定を含む)
• 経営層を含む主要ステークホルダーとの強固な関係を構築し、顧客の課題や機会を明確な価値提案へと落とし込む
• Autodesk チームが担当アカウントに価値を提供できるよう、アカウントビジネスプランの構築・実行、パイプライン拡大、効果的なコールプランニングを推進し、Autodesk を単なるベンダーから信頼されるアドバイザーへと進化させる
• ビジネス開発、プロスペクティング、導入後のサポートを含む、エンドツーエンドのセールスプロセスにおけるアカウント管理(顧客先への訪問を伴うフィールドセールス職)
• 週次・月次・四半期ごとの正確な売上予測を作成・報告する
• 一貫したセールスハイジーン(CRM 管理・プロセス遵守)を実践する
• チャネルパートナーと協業し、パートナービジネスの理解、新規売上拡大に向けたプログラムの活用、パートナー関係の強化を行う
• 製品、業界、戦略マーケティングチームへ定期的に顧客フィードバックを共有し、製品の強みや改善点の特定に貢献する
• 顧客にとっての Trusted Advisor(信頼される助言者)として、Win-Win の機会を創出する
• 顧客および社内と連携し、成功事例やリファレンスストーリーの創出を支援する
• 日本拠点のセールスディレクターへレポートする
• 東京を拠点としたハイブリッド勤務

応募資格(必須要件)

• ミッドマーケットまたは大手顧客向け営業における 5〜15 年の経験
• Design & Manufacturing 業界における B2B 営業の実績
• ビジネストランスフォーメーションを目的とした IT ソリューションの営業経験
• データおよび成果に基づいた意思決定ができる方
• 日本語ネイティブレベル、英語は基礎的なビジネスコミュニケーションが可能な方

Position Overview
The Expansion Account Executive in the Design and Manufacturing industry is responsible for expanding new business within key accounts and exceeding KPIs such as new revenue growth and total revenue growth. This role carries a sales quota, and performance is measured by achieving quarterly and annual targets through upselling, add-on sales, and cross-selling.

You will work closely with Autodesk Partner Management, Autodesk Channel Partners, Business Development Representatives, Technical Sales Executives, Marketing, Product Specialists, and Customer Success teams.

Responsibilities

• Generate new business by creatively expanding into new and existing accounts.
• Evaluate and prepare business plans for each assigned account; this includes assessing customer profiles, creating value messaging, and identifying key steps required to execute account plans.
• Develop strong relationships within accounts, including with key executives, and translate customer challenges and opportunities into unique value propositions.
• Ensure the Autodesk team delivers value to assigned accounts by building and executing account business plans, growing opportunity pipelines, using effective call planning to achieve goals, and continuously improving Autodesk's position from vendor to trusted advisor.
• Manage accounts throughout the entire sales process; this is an outside field sales role requiring physical presence at customer locations for business development, prospecting, and post-sales support.
• Deliver accurate weekly, monthly, and quarterly business forecasts.
• Demonstrate consistent sales hygiene.
• Collaborate with channel partners to understand their business, creatively adopt programs to improve new revenue, and expand partner relationships.
• Provide regular customer feedback to product, industry, and strategic marketing teams to help identify product strengths and areas for improvement.
• Act as a trusted advisor to customers and identify win-win opportunities.
• Help customers and internal teams develop success and reference stories.
• Report to the Sales Director based in Japan.
• Work in a hybrid environment, based in Tokyo.

Minimum Qualifications

• 5–15 years of sales experience with mid-market and/or large customers.
• Proven B2B sales experience in the Design and Manufacturing industry.
• Previous experience selling IT solutions for business transformation.
• Data- and impact-driven mindset.
• Native-level fluency in Japanese with basic proficiency in English.

*Learn More
About Autodesk*
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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

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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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