Territory Technical Lead, Technical Sales

Job title: Territory Technical Lead, Technical Sales

About the Role The Territory Technical Lead (ATL) operates within Autodesk’s Sales Evolution framework, partnering closely with Account Executives to drive pipeline progression, deal velocity, and long-term customer value. Success 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.

What You'll Do

• Technical Strategy & Account Alignment: 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 to ensure appropriate technical investment per opportunity.
• Opportunity Orchestration & Execution: 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 messaging, approach, and solution positioning are consistent across engagements.
• Discovery Leadership & Value Framing: Lead or shape discovery for strategic and high-impact opportunities; connect 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.
• Commercial & Deal Support: 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.
• Customer Engagement & Executive Influence: 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.
• Technical Leadership & Enablement: 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.
• Regional Execution & Operating Model Adoption: 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 ongoing success and cohesion of the regional Technical Sales team.

What We're Looking For

• 7-10+ years of experience in technical sales, solution consulting, or similar customer-facing roles
• Strong understanding of AEC workflows across design, coordination, and construction
• Familiarity with Autodesk ecosystem including: Revit, Navisworks, Civil 3D; Autodesk Construction Cloud (Docs, Build, BIM Collaborate Pro); Autodesk Platform Services (APS / Forge)
• Experience positioning integrated, end-to-end workflows and platform strategies
• Strong ability to connect technical solutions to business outcomes
• Demonstrated ability to coordinate and influence cross-functional teams
• Strong communication, stakeholder management, and strategic thinking skills

Nice to Have

• 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

Compensation & Benefits 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.