What are the responsibilities and job description for the Technology Consultant, ACC/Forma position at ARKANCE USA?
Description
Position Overview
The ACC Business Line Technology Consultant serves as the primary pre-sales technical resource for Autodesk Construction Cloud solutions within the AEC&O industries. This role combines deep technical expertise with business consulting acumen to accelerate sales opportunities from their qualifying stage through closure. The consultant specializes in solution identification, technical proposal development, and opportunity velocity acceleration to support sales representatives in achieving revenue objectives.
Primary Focus: Pre-sales technical consulting and solution design to maintain and accelerate opportunity progression through the sales pipeline
Engagement Timeline: Primarily engages with opportunities at Stage 2 (30% complete) and beyond, supporting sales representatives through to Stage 6 (100% Closed/Won)
Essential Functions
Solution Development & Opportunity Acceleration
Performance Expectations And Key Performance Indicators (KPIs) Are Established Individually Based On Experience Level, Territory Characteristics, Account Complexity, And Business Line Objectives. Success Metrics Typically Include
Position Overview
The ACC Business Line Technology Consultant serves as the primary pre-sales technical resource for Autodesk Construction Cloud solutions within the AEC&O industries. This role combines deep technical expertise with business consulting acumen to accelerate sales opportunities from their qualifying stage through closure. The consultant specializes in solution identification, technical proposal development, and opportunity velocity acceleration to support sales representatives in achieving revenue objectives.
Primary Focus: Pre-sales technical consulting and solution design to maintain and accelerate opportunity progression through the sales pipeline
Engagement Timeline: Primarily engages with opportunities at Stage 2 (30% complete) and beyond, supporting sales representatives through to Stage 6 (100% Closed/Won)
Essential Functions
Solution Development & Opportunity Acceleration
- Discovery & Solution Architecture: Conduct comprehensive discovery consultations within opportunities to uncover customer business needs and architect solutions for workflow integration, data management tools, and business process improvements
- Technical Proposal Leadership: Develop detailed, professional proposal documentation that clearly identifies customer needs and provides comprehensive technical recommendations to accelerate opportunity progression toward closure
- Opportunity Velocity Management: Partner with sales representatives to maintain momentum and accelerate opportunities from early stage through closure via strategic technical consultation and solution refinement
- Technical Demonstrations: Design and deliver customized product demonstrations specifically addressing customer requirements, with follow-up technical consultation to advance sales opportunities
- Competitive Positioning: Provide strategic competitive analysis of Autodesk solutions versus competitor offerings to strengthen sales positioning throughout the opportunity lifecycle
- Paid Pilot Delivery: Execute technical implementations specifically for paid pilot programs that serve as proof-of-concept for larger opportunity closure
- Strategic Account Support: Provide targeted technical consultation to key accounts when directly tied to opportunity advancement and sales closure objectives
- Industry Leadership: Maintain recognized industry leadership position through social networking, white papers, publication articles, and public speaking engagements
- Conference & Event Participation: Contribute to tradeshows, Autodesk University presentations, and industry events as a subject matter expert
- Content Development: Create and share technical tips, implementation best practices, and thought leadership content through blogging and professional networks
- Sales Representative Collaboration: Partner closely with sales representatives to provide technical expertise, solution insights, and opportunity advancement strategies for Stage 2 opportunities
- Technical Team Coordination: Collaborate with technical team members to develop comprehensive customer solutions and proposal responses that support sales closure objectives
- Opportunity Documentation: Maintain accurate records of technical consultation activities, customer requirements, and solution recommendations to support sales process continuity
- Performance Tracking: Complete weekly time accounting through digital timesheet entry with focus on opportunity engagement and advancement activities
Performance Expectations And Key Performance Indicators (KPIs) Are Established Individually Based On Experience Level, Territory Characteristics, Account Complexity, And Business Line Objectives. Success Metrics Typically Include
- Opportunity Velocity: Improvement in average time in sales stages for engaged opportunities
- Pipeline Advancement: Percentage of opportunities that advance to next stage following consultant engagement
- Proposal Win Rate: Win rate on technical proposals submitted for qualified opportunities
- Sales Support Effectiveness: Sales representative feedback on consultant value and impact on opportunity advancement
- Revenue Contribution: Closed/won revenue from opportunities where consultant provided progressive technical engagement
- Paid Pilot Conversion: Conversion rate of delivered paid pilots to full implementation contracts
- Deep ACC expertise; 5–7 years AEC technical pre-sales or implementation experience
- Strong AEC&O workflow understanding; excellent presentation skills