Territory Sales Representative, AEC

The Territory Sales Representative at Autodesk is responsible for generating new business opportunities by managing a pipeline of sales leads, prioritizing key target accounts, and ensuring timely follow-up with prospects. This role encompasses cold calling, managing in-person sales meetings, and collaborating with various internal teams to close deals effectively, all aimed at exceeding sales quotas and KPIs.

To be successful as a Territory Sales Representative at Autodesk, candidates should possess experience in inside and office-based sales, strong communication skills, and proven capabilities in managing multiple sales cycles. Familiarity with the Architecture and Construction industry is a plus, along with a motivation for self-learning and professional growth within a fast-paced environment.

As a Territory Sales Representative at Autodesk, you will engage with clients using a combination of phone calls, emails, and web-based communications. Additionally, you'll manage in-person meetings with decision-makers to effectively address their business needs and showcase how Autodesk solutions can accelerate their success.

At Autodesk, the career progression for a Territory Sales Representative involves opportunities for on-the-job coaching, skill development, and advancement through the Autodesk sales career framework. Successful TSRs can expect to take on greater responsibilities, pursue leadership roles, and contribute to driving sales excellence.

Autodesk provides comprehensive training and ongoing support for Territory Sales Representatives focusing on skill-building in sales techniques and product knowledge. With access to resources, tools, and mentorship from experienced leaders, new hires can transition smoothly into their roles and maximize their impact in the sales territory.

When approaching cold calls as a Territory Sales Representative, it's crucial to do thorough research on the potential client beforehand. Start the conversation by referencing something specific about their business or industry to establish relevance. Be concise and confident, clearly communicate the value Autodesk can offer, and aim to schedule a follow-up appointment rather than trying to close a deal during the initial call.

I utilize a detailed project management approach to keep track of various sales cycles simultaneously. This includes setting clear priorities based on client readiness and potential, maintaining organized notes on each lead, and scheduling regular check-ins. Effective communication with the sales team also helps to streamline efforts and ensure no opportunity falls through the cracks.

Building relationships with channel partners requires a mix of consistency and understanding. I like to maintain regular communication, share insights, and collaborate on joint sales efforts. Identifying common goals and finding ways to support each other’s success can cultivate a productive partnership that maximizes sales opportunities.

Handling objections starts with active listening to understand the client’s concerns thoroughly. I respond empathetically, addressing the objection with relevant information about how Autodesk solutions can specifically resolve their issues. It's essential to turn objections into a dialogue that positions me as a problem solver, ultimately reinforcing the value proposition.

In my previous role, I exceeded my sales targets by focusing on strategic lead qualification and building strong relationships. I identified high-potential leads through careful market research and engaged them with tailored solutions, which resulted in not only hitting my targets but also establishing a loyal client base.

I believe the most important trait for a Territory Sales Representative is resilience. The nature of sales involves numerous rejections, and having the ability to bounce back, learn from experiences, and adapt strategies accordingly is key to long-term success in building a thriving sales career.

Prioritizing efforts begins by assessing the potential revenue and strategic alignment of each account. I evaluate their readiness to buy and their previous interactions with us. Then, I create a structured plan that allows me to focus on high-opportunity accounts first while ensuring timely follow-up with all leads.

I leverage CRM systems to track and manage leads effectively, ensuring I have real-time updates on each client’s status. Additionally, I utilize analytics tools to assess my performance metrics, providing insights that help refine my strategies and interactions with potential customers.

Before a meeting, I conduct thorough research on the client's industry, business model, and any recent milestones they may have achieved. I also look at their competitor dynamics. This background allows me to frame my pitch more effectively and identify how Autodesk’s solutions can address their unique challenges.

I see myself as an integral part of a collaborative sales team, prioritizing open communication and sharing successes. I believe in leveraging the strengths of each team member and working together on joint strategies. Mutual support among team members contributes to achieving our collective sales goals, fostering a positive work environment.