VIVEK RAMESH

Strongly backed by the AEC tech industry, I utilize my experience to solve everyday customer challenges, provide value for them to achieve desired outcomes and solutions, while ensuring we're helping "move the needle" as we continue to grow the business.

Responsibilities include:

• Partnering with Account Executives (AEs) to support customers with addressing their requirements, while focused on closing business to meet/exceed targets and expectations (30 % Conversion of Whitespacing led opportunities)
• Liaise and collaborate with Customer Success, Marketing, Channel and R&D to ensure an overall great customer experience, engineering of the best possible solutions and aiming for success for all parties involved
• Influence Product Roadmap through demonstrating business impact and working closely with relevant parties to prioritize requirements (Lead for Civil 3D Country Kit Program)
• Participate in strategic speaking engagements at internal/external events, working in collaboration with Marketing, Channel and Enablement (Tech Days, MDF Events, FAB, Building and Infra Summits , One Team Conferences)
• Participate in mentorship/onboarding/enablement of new hires and overall up-skilling of team in areas of expertise and generating 40x ROI in terms of business
• Discover customer business and technical processes/workflows/requirements to build "trusted advisor" relationship in supporting customers in their digital transformation journey
• Manage the entire technical evaluation process, from qualification through to post-sales handover, such as value-focused demos, pilots, RFP submissions, roadmap presentations and customer outcome proposals
• Document customer engagements in Salesforce, such as quantifiable pain identified in before scenarios, technical decision criteria, metrics, risk etc.
• Support AEs in maintaining a healthy 5QRPL with backed by white spacing activities (USD 3 Million since Feb '24)
• Maintaining comprehensive industry and Autodesk product knowledge, technology trends, to provide insight and guidance required to position the value of Autodesk Solutions
• Share with team any best practices, competitive information, innovation, success stories and lessons learnt (Infrastructure News letters, Infrastructure Landscape)
• Focus on Outcome-based selling and provide detailed run-down on value and ROI through Customer Outcome Proposal program (5 every quarter). Generate pipeline on in 100% COP engagements
• Driving Knowledge Xpo Program in Tier 1 and Tier 2 cities targeting 1500 participants to increase adoption & Awareness
• Drive Industry Virtual Team content to reach global technical workforce and partner community (Integral part of Infrastructure IVT Team)
• Establish/maintain industry leadership through comprehensive, in-depth knowledge of the technologies of their domain, and insight into the industry practices, business processes, applications, and solutions.
• Leverage social media networks and tools to build personal and Autodesk brand to establish credibility and promote solutions.(Targeting 1000 impressions per post)
• Focus on CIO Connects to gain mindshare on digital and technology transformation initiatives, currently have covered 30% of all the accounts. Working on CIO forum to resonate initiatives through the industry.
• Currently managing 60 accounts such as RIL, Adani, Turner, Vedanta, ESSAR and currently at 27% of the yearly target.

Working with our EBA clients to develop their digital strategies, define criteria for success, assess current process and project performance, create business value justification for initiatives, and prepare to implement solutions that produce meaningful business results. The role required a specific focus on:

• Business strategy
• Technology solution definition
• Technology implementation and change management approaches
• Commercial proposal development
• Creating and maintaining high value client relationships based on your ability to solve their business challenges

The role also required to:

• Collaborate with clients to understand their business objectives and challenges.
• Counsel clients on strategic transformation and innovation initiatives
• Conduct analysis of client needs and industry trends to develop digital solutions.
• Utilize solution selling techniques to position and articulate the value proposition of our solutions
• Lead digital transformation initiatives, applying Autodesk technologies to drive efficiency and growth.
• Be a trusted advisor, building professional relationships with key client stakeholders.
• Demonstrate competence in strategic thinking and planning, communications, and leading boldly for results.
• The role allowed me to work with the likes of BECA, Atkins, Jacobs, Worley to name a few
• Brought in consulting deals worth 300 days for Tata Projects, Jacobs, Worley, BECA and within a span of 90 days

• Build "trusted advisor" relationships with customers reflecting in positive business impact
• Develop and maintain trusted working relationships with sales teams and adjacent business resources such as Account Based Marketing and Channel Sales
• Share best practices, innovation, thought leadership
• Nominate and participate in Executive Connect Meetings and prepare plan-of-action to align with customer business goals
• Influence product development through customer feedback, identify business opportunities
• Sales enablement through creation or localization of digital assets and content (3 Sub-industry pitches)
• Established Account Development Plan for 50+ Mid-Market and Strategic Territory Accounts in India
• Prepare and maintain healthy 5Q Rolling Pipeline for all Growth and Priority Accounts along with Sales Representatives / Executives and pursue Technical and Sales Closures
• Conduct 15 Customer Business Process Assessments per year to identify business goals, challenges gaps in workflows and product usage and suggest solutions and prepare roadmap to address same with overall impact of 2 million USD to pipeline
• Identifying upselling and cross-selling opportunities in all accounts and convert to pipeline (Cloud Attach, Expansion Selling, Collection Adoption)
• Run BIM and Cloud Adoption Programs with Distributors for specific accounts to maintain healthy product adoption and subscription renewals (40x Revenue target)
• Capture metrics for quantifying and justifying customer's return on investment (ROI) to support business closure
• Contribute to Account Based Marketing (ABM) plans, prepare industry newsletters (4 per year) , social media channels ( 3 posts per month)
• Lead in company sponsored events, trade shows such as AU India, One Team Extensions, MDF events and seminars
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  Terms and Conditions
  
• Achieved 100% of business targets in all in FYs, Qualified for Diamond Club with 124% of target in FY '22

• Responsible for leading and presenting all technical sales aspects of sales cycle in India & SAARC Region
• Partnering with Autodesk sales teams and resellers to assist in development, management and execution on strategies and tactics for closing business
• Meet with individuals at all levels within customer's organization to understand their issues and position solutions while discovering business opportunities
• Partner with sales representatives and Autodesk Resellers to assist in development, management and execution on strategies and tactics for closing business
• Supporting success of Autodesk resellers by mentoring and training reseller personnel on technical sales activities and execution (Achieved 100% Heat Mapping and Training)
• Coaching peers on knowledge of industry, Autodesk solutions, and market changes

• Designated Support Specialist assigned to specific Enterprise Priority Accounts, mostly in ANZ region
• Establish and maintain working relationship with customer, which include on-site visits, regular staff meetings, definition and management of expectations and goals
• Technical assistance , account management for Premium Customers
• Holding Premium Support workshops to introduce Premium Support services
• Monitor service level compliance by support organization.
• Assist Support Account Manager with reports for Operational Assessment and Quarterly Business Reports
• Conduct User Onboarding for various accounts to leverage support delivery.
• Preparing Technical Webinars on specific topics
• Share leadership responsibilities within team and participate in interview process and on-boarding of fresh staff

As a Product Support Team Lead for the India Support Team, was responsible for the following:

• Operations, management and performance of the team
• In addition to responsibilities as Product Support Specialist for Civil Infrastructure, was to submit weekly Support Case Reports for each individual to reporting Manager.
• Reports included case volume trends, customer satisfaction ratings, backlog reports, case resolution times, pro-active content etc.
• This assisted Manager in preparing individual development plan for each member of the team based on report inputs.
• Was also responsible for providing inputs for annual appraisal for each individual based on performance.
• Assessment and procurement of team's operations requirements and infrastructural needs such as hardware and software needs
• Overall shadow managerial activities for India Team

• Geometric Design of prominent Highways and Intersections in India.
• Preparation of Detailed Project Reports and Preliminary Project Reports for Major Highways in India.
• Conducting various field surveys.
• Project Management as per ISO 9001 standards of Reliance and Tata Projects.

• Geometric Design of Highways.
• Preparation of Detailed Project Reports and Preliminary Project Reports.
• Handling Field Surveys such as BBD, Pavement Surveys, Traffic Volume, Studies, Origin-Destination Studies, Soil Studies.
• Analysis of various field surveys.
• Liaising with Government Officials.

• Handling Field Surveys such as BBD, Pavement Surveys, Traffic Volume, Studies, Origin-Destination Studies, Soil Studies.
• Analysis of various field surveys.
• Liaising with Government Officials.