Partner Sales Manager For ISV

Partner Sales Manager

Role/Purpose: Assists in the development and success of the regional reseller channel through consultation, business planning and market development activities.

Responsibilities

• Acts as liaison between partner and Autodesk in order to facilitate effective two-way communication. Holds periodic regional sales meetings. Builds relationships with partner principals, management and respective teams in order to ensure common vision and strategy.
• Recaps quarterly sales results with resellers. Helps resellers set quotas and goals for upcoming quarters.
• Partners with dealers to create sales and marketing plans. Helps resellers manage and maximize co-op funds available. Coordinates marketing efforts to maximize use of materials and resources.
• Provides training and assistance to the VARs directly or through appropriate company resources in the following areas: product training, sales training, account development, presentation and demonstration skills, seminar activity, marketing plans, and proposal development.
• Oversees contractual agreements with the resellers. Presents contracts to dealers, explains changes and obtains signatures. May negotiate special changes to contact with Legal and resellers. Ensures that resellers abide by contract terms and terminates contract if necessary.
• Ensures reseller receives and understands product and marketing information and is trained in all areas of vertical products, services and strategy.
• Collects and disseminates competitive information to resellers.

Partner Onboarding

• Identify application partners with domain expertise & consulting (domains like Infra / Transportation, Smart Cities, Sustainable designs etc where ADSK has potential solutions but limited customer exposure).
• Strong implementation & delivery – vertical specific with an understanding of ADSK platform based workflows like Civil3D for Infra-projects (example).
• Partners with innovation & IP creation focus.
• Sales collaboration impact.
• Identify opportunities & joint GTM campaigns and proposals.

Transforming Existing Ecosystem

• Technology Enablement - Provide access to software, APIs (APS/Forge), and technical guidance.
• Joint Solution Development - Collaborate on PoCs, solution blueprints, and platform integrations. Collaborate with existing partners (like ISVs + Plat/Gold synergy) and build an end to end sector specific replicable storyline.
• Go-to-Market Support - Co-host customer events, webinars, and thought leadership content.
• Training & Certification - Offer partner training paths and certification support on BIM, APS, Forma.
• Strategic Engagement - Executive alignment, account mapping, and roadmap sessions.

Minimum Qualifications

• 8+ years of direct sales / channel sales / or account management experience with a proven track record of success.
• At least 3+ years in the field of application software products and services.
• AEC (Architecture/ Engineering/ Construction industry knowledge and experience is preferred).
• Proven track record of selling and surpassing sales targets with data and/or technology solutions.
• Strong ability to develop trusting relationships with partners and achieves business goal.
• Strong business planning and forecasting, and organization skills.
• Strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels.
• Able to solve complex problems and successfully manage ambiguity and unexpected change.
• Strong learning capability.
• Self-motivated individual capable of working independently and as part of a team.