Senior Director, Partner Sales, AMER

Autodesk•Denver, CO

About The Position

The Senior Director of AMER Partner Sales will be a key player in shaping and executing Autodesk’s business with its Partner channel of resellers, solution providers, and distributors across the Americas Region. As a key member of the Global Partners leadership team, this role is responsible for a significant portion of the overall AMER revenue, reporting to the Vice President of Global Partner Ecosystems Sales. The role involves working with the AMER Expansion, Renewal, and Technical Sales teams and in partnership with other functional areas across Autodesk to grow the indirect sales portion of Autodesk’s revenue. This position is responsible for defining and owning the execution of the Global Partner strategy. In addition to the traditional reseller business, the Senior Director will be responsible for growing a partner ecosystem that includes Major aggregators, ISV/OEMs, System Integrators, and the Hyperscaler business.

Requirements

BA/BS degree
15+ years of relevant business experience with a minimum of 8-10 years of experience in a leadership position
Proven Experience with B2B sales in a platform-focused technology environment is required
Discreet experience overseeing Technology partners (ISV), Systems Integrators (GSI/RSI) and Hyperscalers (AWS, Microsoft, Google) is a critical skill
Experience in managing a team of leaders and sales professionals across multiple countries, languages and cultures towards defined goals
Excellent business acumen, self-directed, relationship-oriented sales lead, willing to take initiative, propose ideas and solutions, make decisions, and resolve issues
Results-oriented and pragmatic but at the same time innovative and creative
Ability to comfortably work in a fast paced, ambiguous, and deadline-driven environment
Ability to work collaboratively in a highly matrixed environment is key

Nice To Haves

MBA preferred
Experience leading other people leaders to accelerate transformation
Proven, successful leader of an international Partner Sales organization in a large technology firm
Proven experience developing trusted Advisor relationship to implement Channel Partner strategies
Change management experience in a technology environment
Experience with full P&L responsibility for business unit and/or Channel Partners
Experience with Salesforce.com and other commonly used Sales and Marketing productivity tools is a plus

Responsibilities

Responsible for developing and executing the Partner strategy in AMER in close cooperation with the Global Partner Programs team to achieve growth targets for our Indirect and Agency business
Motivate and lead a team of senior Partner leaders and partner managers across Canada/USA/LATAM. Ensure our OneOrbit Values are embedded in everything we do
Drive Partner Management best practices in AMER and share with peers worldwide
Communicate Autodesk’s strategy and direction to our Partners, agree targets and inspect their business plans to achieve shared goals
Embrace our Customer First approach to deliver a world class customer experience
Determine appropriate Partner coverage. Identify potential partners and negotiate partnerships. Define new potential partner types which could support the business
Develop and maintain executive partner relationships in our largest partners and distributors to influence their strategic direction and other matters of significance to their organizations. Act as a business consultant to help resellers and/or distributors set their business strategy
Drive collaboration between partners and internal sales teams including Enterprise, Global Sales, Global Renewals, acquired companies, Customer Success, and all relevant stakeholders
Coordinate with Partner sales and program teams on reseller engagement, certification requirements, programs, policies and ensure compliance with contract terms
Analyze Partner capability and capacity needs and work with external and internal providers to build and execute development plans. Review success of plans
Collaborate with internal and external business partners to build, maintain, and implement business plans to support the sales effort
Grow the business through our indirect Channels by defining and executing appropriate sales and marketing activities. Supporting our Industry Strategic Realization plans within our partners
Achieve our revenue targets with our complete line of business as well as with our ISV/OEM solutions. This includes regular forecasting of this part of the revenue stream
Closely align with our Digital Sales team to drive revenue growth