Account Executive, AEC

• 担当するAEC顧客に対して戦略的なアカウントプランを策定・実行し、売上成長と顧客成功を実現する

• 新規顧客獲得、アップセル、クロスセル、契約更新時の利用拡大を通じて、年間売上目標を達成・超過達成する

• 顧客企業内の意思決定者や経営層との強固な関係を構築・維持する

• BIM、デジタルトランスフォーメーション、およびAutodesk Design and Make Platformの導入促進を支援する

• 顧客のビジネス課題を理解し、具体的な成果につながるAutodeskソリューションを提案する

• 健全な営業パイプラインを維持し、正確な売上予測を提供する

• 複数の関係者やソリューションが関わる複雑な営業案件をリードする

• テクニカルセールス、カスタマーサクセス、マーケティング、コンサルティング、パートナー営業チームと連携し、顧客エンゲージメント戦略を実行する

• AEC業界の市場動向、競合情報、新しい技術トレンドについて継続的に情報収集を行う
   

• エンタープライズ営業またはソリューション営業において5年以上の直販経験

• 建築、エンジニアリング、建設、または土木インフラ業界の顧客向け営業経験

• 継続的に営業目標を達成、または超過達成した実績

• 顧客課題を理解し価値提案を行うコンサルティブセリングスキル

• 複雑な営業案件の管理および正確な売上予測の経験

• 優れたコミュニケーション力、プレゼンテーション力、交渉力、および関係構築力

• テクニカルセールス、マーケティング、カスタマーサクセス、パートナーなどの部門横断チームと効果的に協働できる能力

• 自律的に行動し、成果達成に向けて主体的に取り組める方

• 日本語（ビジネスレベル以上）、英語（業務で使用可能なレベル）
   

• AEC業界におけるBIMワークフローやデジタルトランスフォーメーションに関する知識

• SaaS、クラウドサービス、またはエンタープライズソフトウェアの営業経験

• Revit、Civil 3D、Autodesk Construction Cloud、AutoCADなどAutodesk製品に関する知識または経験

• SalesforceなどのCRMを活用したパイプライン管理および売上予測の経験
   

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  Develop and execute strategic account plans to drive revenue growth and customer success within assigned AEC accounts

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  Achieve and exceed annual sales targets through new business acquisition, upselling, cross-selling, and renewal expansion opportunities

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  Build and maintain strong relationships with key stakeholders, decision-makers, and executive sponsors within customer organizations

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  Promote and accelerate adoption of BIM, digital transformation initiatives, and Autodesk's Design and Make platform

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  Understand customer business challenges and position Autodesk solutions to deliver measurable business outcomes

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  Maintain a healthy sales pipeline and provide accurate forecasting through effective opportunity management

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  Lead complex sales cycles involving multiple stakeholders and solution areas

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  Collaborate with Technical Sales, Customer Success, Marketing, Consulting, and Partner teams to develop and execute customer engagement strategies

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  Stay informed about industry trends, competitive developments, and emerging technologies within the AEC sector
   

• 5+ years of successful direct sales experience in enterprise or solution-based selling

• Experience selling to customers within the Architecture, Engineering, Construction, or Civil Infrastructure industries

• Proven track record of consistently achieving or exceeding sales targets

• Strong consultative and value-based selling skills with the ability to engage executive-level stakeholders

• Experience managing complex sales opportunities and maintaining accurate sales forecasts

• Excellent communication, presentation, negotiation, and relationship-building skills

• Highly collaborative, with the ability to work effectively across cross-functional teams including Technical Sales, Marketing, Customer Success, and Partners

• Self-motivated, results-oriented, and comfortable working in a dynamic environment

• Business-level Japanese proficiency and working proficiency in English
   

• Knowledge of BIM workflows and digital transformation trends within the AEC industry

• Experience selling SaaS, cloud, or enterprise software solutions

• Familiarity with Autodesk solutions such as Revit, Civil 3D, Construction Cloud, AutoCAD, or related technologies

• Experience using CRM platforms such as Salesforce for pipeline and forecast management
   

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