Principal Account Manager, Partner Sales

26WD100265

Principal Account Manager, Partner Sales

Location: EMEA
Reports to: Senior Director, Channel Sales EMEA
 

Role Overview

We are seeking a commercially driven Principal Account Manager, to accelerate Autodesk’s partner-led growth strategy and impact across EMEA. This senior leadership role is accountable for driving revenue growth, protecting ARR, increasing partner selling capacity, and developing strategic partnerships that create differentiated customer value.

Aligned to our global Grow-Retain-Optimize-Win framework, the role will lead strategic initiatives that accelerate partner-sourced and partner-influenced revenue, including ownership of the EMEA launch and expansion of the AWS partnership and development of the FY28 Partner Capability & Capacity Strategy.

Grow – Accelerate Revenue & New Logo Acquisition

• Drive partner-led growth initiatives to increase partner-sourced and partner-influenced ARR.

• Help shape, operationalize, and land strategic co-sell motions with AWS and priority ecosystem partners.

• Develop and execute industry-focused growth strategies and partner business plans.

• Partner with regional sales leaders to increase pipeline, bookings, and new logo acquisition.

• Identify new routes to market and ecosystem opportunities that accelerate customer acquisition.

Retain – Protect ARR & Strengthen Renewals

• Improve renewal performance through partner segmentation, lifecycle management, and customer success motions.

• Support strategic account planning and expansion opportunities across partner-managed customers.

• Drive initiatives that increase customer retention, expansion revenue, and lifetime value.

Optimize – Increase Partner Capacity & Productivity

• Lead FY28 Partner Capability & Capacity Planning across EMEA.

• Drive adoption of automation, AI-enabled workflows, and partner APIs to improve efficiency and scale.

• Establish performance frameworks and KPIs to improve partner productivity and execution.

• Collaborate across Sales, Operations, Customer Success, and Partner teams to streamline execution.

Win – Differentiate Through Strategic Partnerships

• Serve as EMEA lead for Autodesk’s AWS partnership strategy.

• Develop joint business plans and executive engagement strategies with AWS leadership.

• Help shape and scale co-sell, marketplace, and demand generation motions across EMEA.

• Develop strategic ecosystem initiatives, partner IP, and industry solutions that create competitive differentiation.

• Build executive relationships with key partners and drive joint customer success stories.

Leadership & Business Management

• Act as a trusted advisor to the Senior Director, Channel Sales EMEA.

• Lead cross-functional initiatives spanning Sales, Marketing, Customer Success, Operations, Industry Strategy, and Global Partner teams.

• Drive EMEA rhythm-of-business activities, including QBRs, strategic planning, and executive reviews.

• Deliver executive insights, performance reporting, and recommendations that support growth and investment decisions.

• Create clarity, alignment, and accountability across strategic initiatives and business priorities.

Qualifications

Minimum:

• Bachelor’s degree or equivalent experience.

• 10+ years in partner sales, channel leadership, strategic alliances, ecosystem development, or enterprise sales.

• Proven track record of driving revenue growth through partner ecosystems.

• Experience managing executive stakeholder relationships and complex cross-functional initiatives.

Preferred:

• Experience working with AWS or other hyperscaler partnerships.

• Strong understanding of partner-led sales, co-sell models, and ecosystem development.

• Executive presence, commercial acumen, and strong business planning skills.

• Experience operating across multiple countries and cultures within EMEA.

Success Measures

Grow: New Business ARR, Partner-Sourced Pipeline, New Logo Growth
Retain: Renewal Rate, ARR Retention, Expansion Revenue
Optimize: Partner Productivity, Capability Coverage, API Adoption
Win: AWS Revenue Contribution, Joint Pipeline, Strategic Partner ARR

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 – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

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

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Belonging
We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.

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