Sales Specialist, Emerging Technologies - Forma

26WD99162

Location: United States (remote) - we are hiring in multiple regions!

Role Summary

The Sales Specialist, Emerging Technologies - Forma is responsible for proactively identifying, developing, and driving Emerging Technologies sales opportunities. This role partners closely with Account Executives (AEs), Account Representatives (ARs), and technical specialists to deliver advanced, product-specific expertise throughout the sales cycle. The Sales Specialist leads strategic planning, technical discovery, value-based selling, and complex negotiations to accelerate adoption, expansion, and revenue growth across assigned accounts.

Key Responsibilities

Emerging Technologies Sales

• Proactively identify and drive new, upsell, and cross-sell sales opportunities for Emerging Technologies solutions.
• Own opportunity progression from discovery through close, ensuring alignment to customer business outcomes.

Expansion & Co-Selling

• Partner with AEs and ARs in co-selling motions to expand Emerging Technologies within existing accounts.
• Support account growth strategies by aligning Emerging Technologies solutions to customer needs.

Product Specialization

• Serve as a subject matter expert within assigned product solution groups (e.g., Fusion, Water, Construction).
• Articulate product features, proofs of concept (POCs), use cases, and business outcomes to technical and business stakeholders.

Strategic Sales Planning

• Develop and execute comprehensive sales plans to grow new revenue and scale Emerging Technologies adoption.
• Identify new lines of business and customer personas to expand market penetration.

Competitive Positioning

• Position Emerging Technologies as market-leading solutions by clearly communicating differentiated business value.
• Address customer challenges through value-based storytelling and solution alignment.

Forecasting & Pipeline Management

• Develop, manage, and report accurate sales forecasts for Emerging Technologies opportunities.
• Maintain strong pipeline hygiene and visibility across sales stages.

Negotiation & Deal Support

• Lead or support customer negotiations, including complex and multi-stakeholder deals.
• Provide strategic guidance during pricing, packaging, and contract discussions.

Account Team & Partner Collaboration

• Lead technical discovery and engage specialist resources as needed to advance opportunities.
• Enable partners on Emerging Technologies offerings and transition closed deals for renewal management.

Required Skills & Competencies

• Advanced product expertise, including the ability to discuss complex features, configurations, POCs, and business outcomes.
• Strong technical acumen, including basic customization and proactive resolution of technical challenges.
• Proven strategic planning and execution skills to drive growth in new and emerging product areas.
• Expertise in value discovery, ROI modeling, and outcome-based selling.
• Exceptional storytelling, persuasion, and presentation skills with a strong grasp of pricing and packaging strategies.
• Strong negotiation skills and experience supporting or leading complex enterprise deals.

Required Experience & Qualifications

• 5–8 years of experience in B2B sales, solutions sales, or technical sales roles.
• 3+ years of experience selling complex software, SaaS, or technology solutions.
• Demonstrated experience working in a matrixed sales environment with AEs, technical specialists, and partners.
• Proven track record of driving pipeline growth, expansion sales, and revenue attainment.

Preferred Qualifications

• Experience selling emerging, innovative, or advanced technology solutions.
• Background in engineering, construction, manufacturing, or adjacent industries aligned to assigned product groups.
• Experience supporting proofs of concept (POCs) and technical discovery sessions with customers.
• Familiarity with value-based selling methodologies and ROI-driven sales motions.
• Bachelor’s degree in Business, Engineering, Technology, or a related field (or equivalent practical experience).

RS27

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!

Benefits

From health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/

Salary is one part of Autodesk’s competitive compensation package. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $126,000 and $203,280. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Equal Employment Opportunity

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

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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