Senior Director, Partner Sales, AMER

Position Overview 

Are you ready to help Autodesk grow to $10B in revenue? The Senior Director of AMER Partner Sales will be a key player in shaping and executing Autodesk’s business with our Partner channel of resellers, solution providers and distributors across the Americas Region. As a key member of the Global Partners leadership team you will be responsible for a significant portion of the overall AMER revenue, reporting to the Vice President of Global Partner Ecosystems Sales. 

This role will work with the AMER Expansion, Renewal and Technical Sales teams and in partnership with other functional areas across Autodesk to grow the indirect sales portion of Autodesk’s revenue. Helping to define and owning the execution of the Global Partner strategy is your area of responsibility.  In addition to our traditional reseller business, you will be responsible for growing a partner ecosystem that includes Major aggregators, ISV/OEMs, System Integrators and our Hyperscaler business. 

Responsibilities 

• Responsible for developing and executing the Partner strategy in AMER in close cooperation with the Global Partner Programs team to achieve growth targets for our Indirect and Agency business 

• Motivate and lead a team of senior Partner leaders and partner managers across Canada/USA/LATAM. Ensure our OneOrbit Values are embedded in everything we do 

• Drive Partner Management best practices in AMER and share with peers worldwide 

• Communicate Autodesk’s strategy and direction to our Partners, agree targets and inspect their business plans to achieve shared goals 

• Embrace our Customer First approach to deliver a world class customer experience 

• Determine appropriate Partner coverage. Identify potential partners and negotiate partnerships. Define new potential partner types which could support the business 

• Develop and maintain executive partner relationships in our largest partners and distributors to influence their strategic direction and other matters of significance to their organizations. Act as a business consultant to help resellers and/or distributors set their business strategy 

• Drive collaboration between partners and internal sales teams including Enterprise, Global Sales, Global Renewals, acquired companies, Customer Success, and all relevant stakeholders 

• Coordinate with Partner sales and program teams on reseller engagement, certification requirements, programs, policies and ensure compliance with contract terms 

• Analyze Partner capability and capacity needs and work with external and internal providers to build and execute development plans. Review success of plans 

• Collaborate with internal and external business partners to build, maintain, and implement business plans to support the sales effort 

• Grow the business through our indirect Channels by defining and executing appropriate sales and marketing activities. Supporting our Industry Strategic Realization plans within our partners 

• Achieve our revenue targets with our complete line of business as well as with our ISV/OEM solutions. This includes regular forecasting of this part of the revenue stream 

• Closely align with our Digital Sales team to drive revenue growth  

Minimum Qualifications 

• BA/BS degree. MBA preferred 

• 15+ years of relevant business experience with a minimum of 8-10 years of experience in a leadership position 

• Proven Experience with B2B sales in a platform-focused technology environment is required 

• Discreet experience overseeing Technology partners (ISV), Systems Integrators (GSI/RSI) and Hyperscalers (AWS, Microsoft, Google) is a critical skill 

• Experience in managing a team of leaders and sales professionals across multiple countries, languages and cultures towards defined goals 

• Excellent business acumen, self-directed, relationship-oriented sales lead, willing to take initiative, propose ideas and solutions, make decisions, and resolve issues 

• Results-oriented and pragmatic but at the same time innovative and creative 

• Ability to comfortably work in a fast paced, ambiguous, and deadline-driven environment 

• Ability to work collaboratively in a highly matrixed environment is key 

Preferred Qualifications 

• Experience leading other people leaders to accelerate transformation  

• Proven, successful leader of an international Partner Sales organization in a large technology firm 

• Proven experience developing trusted Advisor relationship to implement Channel Partner strategies 

• Change management experience in a technology environment 

• Experience with full P&L responsibility for business unit and/or Channel Partners 

• Experience with Salesforce.com and other commonly used Sales and Marketing productivity tools is a plus 

The Ideal Candidate

The following behaviors are essential to success in this role: 

• One Autodesk: Working as one across teams and functions to achieve better outcomes for customers and the company 

• Optimistic: Being hopeful and resilient; seeking the best outcomes in every situation 

• Relentless: Accountability and urgency in achieving meaningful results

• Brave: Taking smart risks and making bold decisions, even when it’s hard

• Ingenious: Curiosity, creativity, resourcefulness — exploring new ways to solve problems

• Trusted: Earning trust through integrity, transparency, and reliability