Account Technical Lead

Job Requisition ID #

26WD97887

Overview:

The Account Technical Lead (ATL) is a senior technical sales professional responsible for orchestrating technical strategy and engagement across a defined set of accounts or territories. Operating at the intersection of sales, technical specialists, and customers, the ATL ensures that Autodesk’s solutions are positioned effectively to drive business outcomes, adoption, and expansion.

This role acts as the technical quarterback for opportunities, coordinating technical resources (TSS, partners, and specialists), aligning solution strategy with customer priorities, and ensuring consistent, high-quality execution across the opportunity lifecycle.

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:

Technical Strategy & Account Alignment:

Own the technical strategy across assigned accounts or territory

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

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 consistency in messaging, approach, and solution positioning across engagements

Discovery Leadership & Value Framing:

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

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

Minimum Qualifications:

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

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

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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.

Diversity & Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging

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