Account Technical Lead

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

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