Job Requisition ID #
26WD99762
職務概要
Technical Sales Specialist（TSS）は、営業担当者およびAccount Technical Lead（ATL）と連携し、お客様の業務課題を理解した上で、Autodeskソリューションを活用した技術提案を行います。製品デモンストレーション、技術ディスカバリー、ソリューション設計、技術検証（Validation / PoC）を通じて、お客様の意思決定を支援し、営業案件のTechnical Winに貢献します。また、建設業界における専門知識を活かし、設計・施工・データ活用を含めたワークフロー改善を提案するとともに、営業、カスタマーサクセス、パートナー、開発チーム、マーケティングチームと連携し、お客様へ継続的な価値を提供します。
主な職務内容
Customer Discovery & Technical Advising
• お客様の業務プロセス、ワークフロー、技術課題を理解し、課題解決に向けた技術的な提案を行う
• 営業担当者およびATLと連携し、案件ごとの技術戦略を実行する
• Autodeskソリューションの価値を、お客様のビジネス課題に沿って説明する
Technical Discovery & Requirements Definition
• ディスカバリーセッションを主導し、お客様要件を整理する
• 要件を標準的なソリューションパターンへ落とし込み、提案内容を設計する
• 複数案件を並行して推進し、優先順位を考慮しながら技術支援を実施する
Demonstration & Technical Storytelling
• 業界やユースケースに応じた製品デモンストレーションを実施する
• Autodesk製品の価値を分かりやすく伝えるストーリーを構築する
• 営業担当者やパートナーが活用できるデモ資産やコンテンツの活用・改善に貢献する
Solution Design & Validation
• Autodesk製品を組み合わせたソリューションを設計する
• 技術検証（Validation、PoC）を実施し、提案内容の実現性を確認する
• 技術的リスクを評価し、ベストプラクティスに基づく提案を行う
Commercial Support
• 新規案件、更新、アップセル・クロスセル案件において技術面から営業活動を支援する
• 提案書作成やソリューション構成の検討を支援する
• 顧客導入状況を踏まえ、新たな提案機会を営業と共有する
Collaboration
以下の関係者と連携し、案件を推進します。
• 営業担当（AE、Sales Specialist）
• Account Technical Lead（ATL）
• カスタマーサクセスマネージャー
• パートナー企業
• マーケティング
• 開発チーム
Knowledge Sharing
• ベストプラクティスやデモ資産の整備に貢献する
• 顧客から得られたフィードバックを製品部門へ共有する
• 技術知識や成功事例を社内へ展開する
応募資格 必須
• 建設業界（設計、施工、ゼネコン、サブコン等）で3年以上の実務経験
• Autodesk製品または関連するCAD/BIMソリューションの利用経験
• BIMおよび建設ワークフローに関する知識
• 顧客との要件整理、提案、プレゼンテーションの経験
• 複数の関係者と連携して案件を推進できるコミュニケーション能力
• 日本語による高いコミュニケーション能力
歓迎
• Construction Cloud、ACC、APSなどクラウドソリューションの知識
• DX推進や業務改善プロジェクトへの参画経験
• 英語による読み書き・会話能力
• 建設業界におけるデータ連携やデジタルワークフローに関する知識
Position Overview
The Technical Sales Specialist (TSS) works closely with sales representatives and Account Technical Leads (ATLs) to understand customer business challenges and deliver technical proposals that leverage Autodesk solutions. Through product demonstrations, technical discovery, solution design, and technical validation, including Validation and proof-of-concept (PoC) activities, this role supports customer decision-making and contributes to achieving Technical Wins in sales opportunities.
In addition, by applying construction industry expertise, this role proposes workflow improvements across design, construction, and data utilization, while collaborating with Sales, Customer Success, partners, Product development teams, and Marketing teams to deliver continuous value to customers.
Responsibilities
Customer Discovery & Technical Advising
- Understand customer business processes, workflows, and technical challenges, and provide technical recommendations to address those challenges
- Work with sales representatives and ATLs to execute the technical strategy for each opportunity
- Explain the value of Autodesk solutions in alignment with each customer's business challenges
Technical Discovery & Requirements Definition
- Lead discovery sessions and organize customer requirements
- Translate requirements into standard solution patterns and design the proposed approach
- Drive multiple opportunities in parallel while providing technical support based on appropriate prioritization
Demonstration & Technical Storytelling
- Deliver product demonstrations tailored to industries and use cases
- Build clear stories that communicate the value of Autodesk products effectively
- Contribute to the use and improvement of demo assets and content that can be leveraged by sales representatives and partners
Solution Design & Validation
- Design solutions by combining Autodesk products
- Conduct technical validation, including Validation and PoC activities, to confirm the feasibility of proposed solutions
- Assess technical risks and provide recommendations based on best practices
Commercial Support
- Support sales activities from a technical perspective for new business, renewals, upsell, and cross-sell opportunities
- Support proposal development and solution configuration planning
- Share new proposal opportunities with sales teams based on each customer's adoption status
Collaboration
Collaborate with the following stakeholders to drive opportunities forward:
- Sales representatives (AEs and Sales Specialists)
- Account Technical Leads (ATLs)
- Customer Success Managers
- Partner companies
- Marketing teams
- Product development teams
Knowledge Sharing
- Contribute to organizing and improving best practices and demo assets
- Share feedback obtained from customers with Product teams
- Disseminate technical knowledge and success stories internally
Minimum Qualifications - 3+ years of practical experience in the construction industry, including design, construction, general contractors, specialty contractors, or related fields
- Experience using Autodesk products or other CAD/BIM solutions
- Strong understanding of BIM and construction workflows
- Experience organizing customer requirements, developing proposals, and delivering presentations
- Communication skills to collaborate with multiple stakeholders and drive opportunities forward
- High level of communication skills in Japanese
Preferred Qualifications - Knowledge of cloud solutions such as Construction Cloud, ACC, and APS
- Experience participating in DX promotion or business improvement projects
- Reading, writing, and conversational English skills
- Knowledge of data integration and digital workflows in the construction industry
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