Value Added Distribution - Manager (VAD)

Job Requisition ID #

Position Overview

Responsible for setting a mutually profitable relationship with distributors in his area (for all products and divisions), becoming their Autodesk's trusted advisor, assisting in the development and success of their Autodesk's business, inspiring and driving their investments and divestments to optimize their resources allocated to Autodesk's business.

This position will be located in Sao Paulo, Brazil.

This is a remote position.

Responsibilities

• Support distributors Business Planning; run and own QBR/QBP with LATAM distributors in order to recap past quarterly results and more importantly plan and agree on the quarter ahead

• Support and drive all kinds of Autodesk sales campaigns, promotions and programs together with VAD teams to ensure optimal results

• Act as liaison between the Distributor and Autodesk in order to facilitate effective two-way communication and to ensure common vision, strategy and the right investment both in capacity and capability by the partner Further liaises with the GBS, Finance and Legal to ensure our back-office teams support adequately our business with distributors

• Together with Autodesk's Channel and Sales Managers, coordinates business strategies and plans with distributors to ensure an optimal level of involvement, commitment and resource allocation from distributors to maximize performance

• Collaborate with Autodesk Marketing team to ensure and facilitate Distributor's early development of Marketing plans which are in line with Autodesk sales objectives, Coordinate Marketing efforts to leverage use of material and resources along with Autodesk Marketing team. Support and monitor the execution of all relevant Marketing activities where Distributor plays a key role

• Support jointly with Autodesk's Marketing team the execution of all relevant Marketing activities where distributors plays a key role (events, roadshows, etc.)

• Supervise, jointly with Autodesk Marketing team, that MDP budgets are generated on time and that these budgets are effectively leveraged to drive revenue generation. Monitor related activities and perform, jointly with Autodesk Marketing team, meetings to review and measure Distributor's Marketing activities

• Ensure the follow up and partnership with the Autodesk HUB to maximize sales from the opportunities provided by Autodesk to VARs

• Ensures that the distributor delivers on the agreed value adding services to resellers, supporting them to generate and secure economic success whilst building a sustainable business relation within the Autodesk channel ecosystem

• Support distributor's new VAR recruitment activity, according to the capacity and capability needs required by each Autodesk's business division

• Collect training needs of distributors and indirect VARs' employees; coordinate training scheduling and partner attendance to trainings in areas such as product training, sales training, account development, presentation and demonstration skills, seminar activity, marketing plans, proposal development, etc.

• Oversee contractual agreements with the Distributors. Introduce contracts, explain changes and obtains signatures. Helps ensuring overall VAD and indirect VAR compliance with all contractual requirements

• Participate in events held by the distributor to better understand their business, strength/weaknesses and strategy. Frequently perform visits of channel partners jointly with the distributor to better understand needs of the indirect channel and the values delivered by our distributors

• Represent the assigned distributors internally in Autodesk

Minimum Qualifications

• 10+ years of work experience

• Bachelor's degree or equivalent experience

• Knowledge of channel management and channel distribution principals

• Ability to influence and motivate without direct authority

• Strong business acumen

• Proficient in English & Spanish; additional Portuguese fluency highly preferred

• Proactive approach, flexible, able to operate in constant changing environment

Preferred Qualifications

• Knowledge of Autodesk solutions and industries served

• Experience in a customer-facing sales or services-oriented role

• Knowledge of sales processes and sales management principals

Learn More

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 – our Culture Code is at the core of everything we do. Our values and ways of working help our people thrive and realize their potential, which leads to even better outcomes for our customers.

When you’re an Autodesker, you can be your whole, authentic self and do meaningful work that helps build a better future for all. Ready to shape the world and your future? Join us!

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