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testGeospatial Business Development Director will lead a team of 10-15 responsible for developing Autodesk's Geospatial strategy, vertical markets, alliances, ISV channels, and solution portfolio.
The position requires advanced skills in the following:
Leadership
- The Director of Business Development will be expected to build and lead a cross-functional team of direct reports and virtual team members across a matrixed organization consisting of Product Management, Marketing, Account Managers, Sales Directors, "overlay" reps, Engineering, PR, Consulting, and Geo managers. He or she needs to be able to communicate well, command respect, be a confident leader, and guide the entire team to deliver against aggressive deliverables.
- The candidate will have 10+ years of management experience leading teams of 10 direct-reports or more, and operating in a matrixed organization.
Market Strategy
- The Director of Business Development will be responsible for Autodesk's strategy and positioning for it's Utilities, Telecommunications, and Land Management solutions across government and commercial markets worldwide.
- The candidate will be familiar with traditional strategy frameworks, geospatial market drivers, vertical industry drivers, customer workflows, competitive and market analysis, synthesis of market research data, as well as Autodesk and competitor product portfolios. An MBA is desirable.
Alliances
- The Director of Business Development will responsible for leading an alliance team that will identify and engage strategic alliance partners who will significantly enhance Autodesk's profile in targeted vertical and geographic markets. His or her team will craft mutually beneficial value propositions, negotiate the business deal, and ensure the partnership is well managed and delivers on revenue goals.
- The candidate will have a proven track record of 7+ years establishing and monetizing relationships with major software platform and application vendors, and integrators.
Channels
- The Director of Business Development will oversee the channel strategies for VARS, and ISVs. He or she will oversee the development, marketing, training, and support of Autodesk's geospatial SDKs. In addition, he or she will work with Autodesk's channel recruitment and sales organizations to ensure programs are in place that optimize the performance of VAR and ISV partners. He or she will directly manage a team responsible for channel development as well as maintain indirect relationships with the Autodesk Channels organization.
- The candidate will have 3+ years experience marketing and selling software developer toolkits.
- The candidate will have 3+ years experience developing and support VAR channels.
Evangelism and Community
- The Director of Business Development will oversee efforts to evangelize Autodesk Geospatial solutions. He or She will lead at team of industry managers responsible for developing vertical market community, and will demonstrate Autodesk's thought leadership through associations, tradeshows, user groups, etc.
- He or she will manage the activities of dedicated evangelists and industry managers as they promote Autodesk's geospatial positioning through conferences, press, analysts, customer councils, blogs, and other events.
- The candidate will, himself or herself, be a highly credible speaker and representative of Autodesk Geospatial, able to represent the company at major events, and to major customers.
M&A
- The Director of Business Development will understand the geospatial ecosystem of partners and competitors to develop well considered acquisition target proposals.
- The candidate will have a track record of successfully indentifying, leading, and integrating at least two major acquisitions.
Vertical Marketing Support
- The Director of Business Development will work closely with product marketing to ensure development of accurate and compelling messaging, positioning, and sales support material.
- The candidate will have either 7+ years direct experience in product and industry marketing, or product marketing content development.
Product Management Support
- Though not a product manager, the Director of Business Development will work with the product management team to ensure MRDs reflect market requirements and that industry requirements are in synch with the development roadmap. He or she and his or her team will spend a considerable amount of time meeting with customers, integrators, and ISVs to gather requirements.
- The candidate will have either 7+ years of direct product management experience, or experience in conducting focus groups and customer interviews as well ad documentation of workflows and product requirements.
Sales and Consulting Support
- The Director of Business Development, together with the Sales team, will set revenue targets along with the strategies and tactics to achieve those targets. He or she along with the industry managers will directly support the sales team with RFPs and closing large enterprise deals.
- The Director of Business Development will also work closely with Autodesk Consulting to ensure that consulting engagements are aligned with the geospatial business unit's market objectives, that projects showcase Autodesk's geospatial technology, and that customers are reference-able.
- The candidate will have either 5+ years direct solution-selling experience, or experience in supporting enterprise sales organizations.
Geospatial Information Technology:
- The Director of Business Development will be very familiar with applications of geospatial technology in Utilities, Telecommunications, and Land Management in governmental and commercial organizations, as well as the business processes that lead to its implementation.
- The candidate will have had 15+ years experience developing and/or delivering geospatial solutions to two or more of these industries.
TRAVEL:
Travel will be required to meet with customers, partners, sales teams, and industry contacts, approximately 35%.
REPORTS TO:
- VP, Geospatial Business Unit, Autodesk, Inc.
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