About this role

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
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

Minimum 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

Preferred 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

Territory Account Representative