26WD101497
Position Overview
Autodesk is seeking an Account Representative, Territory – Expansion Sales to drive scalable growth across a large portfolio of customers within a defined ASEAN market.
Each Account Representative (AR) will manage a territory of approximately 5,000–8,000 accounts, with around 100 high-potential accounts identified for focused engagement. Success requires the ability to prioritize where direct AR engagement creates the greatest value while scaling coverage across the broader territory through partners and Autodesk’s cross-functional sales ecosystem.
The AR is responsible for proactively creating expansion opportunities through upselling, cross-selling, engaging new buyers, and identifying whitespace opportunities. The role orchestrates partners and Autodesk resources—including License Compliance, Specialist Sales, Technical Sales, and Marketing—to expand reach, create pipeline, and convert opportunities.
This is a proactive commercial role requiring strong territory management, partner co-selling experience, business acumen, and the ability to mobilize multiple resources to drive growth at scale.
Key Responsibilities
Own and Prioritize the Territory
- Own the growth strategy and execution across approximately 5,000–8,000 accounts
- Use customer, market, and opportunity data to segment the territory, identify whitespace, and prioritize growth opportunities
- Develop focused engagement strategies for approximately 100 priority accounts while establishing scalable coverage across the broader portfolio
- Continuously determine where AR-led, partner-led, and cross-functional engagement will create the greatest business impact
Create Incremental Growth
- Proactively generate pipeline through whitespace opportunities, upselling, cross-selling, engaging new buyers, outbound activities, and demand-generation signals
- Build credible relationships with decision-makers and connect Autodesk solutions to customer priorities and measurable business outcomes
- Progress opportunities through discovery, value articulation, objection handling, negotiation, and closing
Scale the Business Through Partners
- Use partners as a core extension of the territory sales model to expand reach across the broader account portfolio
- Build productive relationships with partner sales teams and jointly identify priority customers, whitespace, and growth opportunities
- Co-sell with partners from territory planning and opportunity creation through customer engagement and deal progression
- Develop joint pipeline and coverage plans with partners and determine where partners should lead versus where direct Autodesk engagement creates greater value
- Work with Partner and Technical Sales teams to strengthen partner capabilities and increase effective partner-led coverage
Orchestrate Autodesk’s Cross-Functional Growth Engine
- Proactively identify opportunities where License Compliance engagement can uncover or accelerate customer growth opportunities
- Engage Specialist Sales, including Construction and Fusion, where specialist expertise can identify whitespace, deepen discovery, or unlock new solution opportunities
- Leverage Technical Sales to provide the technical expertise required to validate customer needs, demonstrate value, and progress priority opportunities
- Partner with Marketing and demand-generation teams to translate customer and intent signals into actionable pipeline
- Bring the appropriate resources together around priority opportunities, with clear ownership and next actions
- Use these cross-functional capabilities to multiply AR capacity rather than attempting to cover the territory primarily through one-to-one direct selling
Run the Business
- Maintain strong CRM, pipeline, and forecasting discipline
- Continuously assess territory coverage, pipeline health, and conversion rates, and reprioritize activities toward the highest-potential opportunities
- Provide reliable forecasts, surface risks early, and maintain clear accountability for execution
What Success Looks Like
- Strong growth across the overall territory, not just the approximately 100 focus accounts
- Consistent creation of incremental pipeline through whitespace opportunities, upselling, cross-selling, and new-buyer opportunities
- Effective prioritization of direct AR capacity toward the highest-potential accounts and opportunities
- A productive partner ecosystem that materially extends coverage and creates pipeline across the broader territory
- Demonstrated ability to create and close opportunities jointly with partners
- Effective use of License Compliance, Specialist Sales, Technical Sales, Marketing, and other cross-functional resources to identify and accelerate growth opportunities
- Strong conversion through value- and outcome-based selling
- Reliable forecasting and disciplined territory and pipeline management
Required Qualifications
- 5+ years of relevant B2B sales, territory sales, account management, or customer-facing commercial experience, ideally within technology, SaaS, or a similar environment
- Demonstrated experience managing and prioritizing a large customer portfolio or territory
- Strong track record of selling with channel partners, resellers, or ecosystem partners and using partners to scale market coverage
- Demonstrated co-selling experience with partners, including joint planning, pipeline creation, customer engagement, and opportunity progression
- Demonstrated ability to orchestrate cross-functional teams and specialist resources to create and progress business opportunities
- Proven ability to proactively identify and close upsell, cross-sell, and new-business opportunities
- Strong consultative and value-selling capabilities, connecting customer priorities to measurable business outcomes
- Strong data-driven prioritization, CRM, pipeline management, and forecasting discipline
- Ability to operate autonomously and make sound commercial decisions across a large territory
- Professional proficiency in English and Thai
Minimum Qualifications
- Experience in SaaS, technology, or subscription-based businesses
- Experience in a partner-led or channel-centric go-to-market model
- Experience developing joint territory or pipeline plans with partners
- Experience working with specialist, technical, compliance, or demand-generation teams as part of a broader sales motion
- Experience in scaled, digital, or high-volume territory sales
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About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.
When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!
Salary transparency
Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.
Belonging
We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging
In-Person Onboarding and Identity Verification
This role may require in-person onboarding and/or in-person ID verification.
