Territory Technical Lead, Technical Sales

The ATL operates within Autodesk’s Sales Evolution framework, partnering closely with Account Executives (AE/AR) to drive pipeline progression, deal velocity, and long-term customer value.

Success in this role is measured by the ability to prioritise effectively, orchestrate technical engagements at scale, influence deal outcomes, and drive repeatable, high-impact technical strategies across accounts.

Main Responsibilities:

• 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

• Act as the central coordination point for all technical engagement within opportunities

• Determine which technical specialists (TSS/partners) 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

• 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

• 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

• 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

• Provide direction and guidance to Technical Specialists (TSS) 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

• 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:

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

Learn More

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