Description
The Account Technical Leader (ATL) operates within Autodesk's Sales Evolution framework, partnering with Account Executives to drive pipeline progression, deal velocity, and long-term customer value.
Main Responsibilities:
Technical Strategy & Account Alignment:
- Own the technical strategy across assigned territory accounts
- Align Autodesk solutions to customer business outcomes, challenges, and priorities
- Translate discovery insights into clear technical approaches and engagement plans
- Balance depth vs. scale, ensuring the right level of technical investment per opportunity
Opportunity Orchestration & Execution:
- Act as the central coordination point for all technical engagement within opportunities
- Determine which technical specialists to engage, when, and at what depth
- Guide opportunity progression through structured technical validation and alignment
- Ensure consistency in messaging, approach, and solution positioning across engagements
Discovery Leadership & Value Framing:
- Lead or shape discovery for strategic and high-impact opportunities
- Ensure discovery connects customer pain points to measurable business outcomes
- Leverage tools such as Value Management Platform (VMP) and Customer Outcome Proposals (COP) to articulate ROI and solution value
- Elevate conversations from product to workflow, platform, and business transformation
Commercial & Deal Support:
- Partner with AE/AR to shape deal strategy and technical win themes
- Identify expansion, cross-sell, and upsell opportunities through technical insight
- Support deal progression through clarity, risk mitigation, and stakeholder alignment
- Contribute to forecast confidence through structured technical qualification
Customer Engagement & Executive Influence:
- Engage with customer stakeholders across technical and business levels
- Act as a trusted advisor for digital transformation, platform adoption, and workflow optimisation
- Influence customer decision-making through structured, outcome-driven conversations
- Support executive-level discussions for strategic accounts where required
Technical Leadership & Enablement:
- Provide direction and guidance to Technical Specialists and partners
- Drive consistency through reuse of proven patterns, playbooks, and assets
- Enable sellers and partners with clear technical narratives and engagement approaches
- Mentor team members and contribute to capability uplift across the region
Regional Execution & Operating Model Adoption:
- Champion the AE/AR → ATL → TSS engagement model
- Drive adoption of structured workflows, discovery approaches, and technical standards
- Capture and share learnings to improve repeatability and scalability
- Provide feedback to leadership on gaps, opportunities, and field insights
- Contribute to the ongoing success and cohesion of the regional Technical Sales team
Minimum Qualifications:
- 7-10+ years of experience in technical sales, solution consulting, or similar customer-facing roles
- Strong understanding of AEC workflows across design, coordination, and construction
- Familiarity with Autodesk ecosystem, including Revit, Navisworks, Civil 3D, Autodesk Construction Cloud, and Autodesk Platform Services (APS / Forge)
- Experience positioning integrated, end-to-end workflows and platform strategies
- Strong ability to connect technical solutions to business outcomes
- Demonstrated ability to coordinate and influence cross-functional teams
- Strong communication, stakeholder management, and strategic thinking skills
Preferred Qualifications:
- Experience operating in an orchestration or overlay technical role
- Familiarity with value-selling methodologies and ROI-based positioning
- Experience working in hybrid (direct + partner-led) sales environments
- Exposure to enterprise customers and digital transformation initiatives
- Experience mentoring or leading technical teams