Solution Sales Specialist - España - GRAITEC GmbH

Descripción

About Graitec Group

GRAITEC Group Company is a global Software editor leading Building Information Modeling (BIM) solutions and helping its architectural, engineering, construction, and manufacturing customers to digitize and industrialize their processes to improve performance and build a sustainable tomorrow.

Ambitious and fast-growing environment: We see ourselves as a 30 years old startup, having doubled our revenue in the last 3 years again thanks to both organic and inorganic growth and targeting 500m€ revenue in 2024 (join us to make it happen).

We strongly believe that this growth will continue since the market is only at the beginning of its digitization.

Experts & Talents with strong culture: Our team is made of more than 700 outstanding talents with a strong management team to execute our mission.

A true international group: Graitec serves more than customers worldwide with +50 offices in 13 different countries, enabling us to meet our customer needs around the globe

A market leader: we are one of the largest AUTODESK Platinum partners and the only one operating at worldwide scale with an equal split of the business between Europe and North America, enabling Autodesk solutions thanks to our own GRAITEC Software's

Strong Products serving the construction & manufacturing industries: Through Autodesk products Add-ons like PowerPack to more complex solutions to enable simulation, fabrication & management of our customers projects, GRAITEC is proud of its 150+ developers innovating each day to accelerate our customers performance.

We are driven to hire the best people, with diverse experiences, and provide them with the resources that empower them to achieve their full potential. This ultimately enables our organization to provide the very best customer experience and solutions that help our customers navigate and implement technologies and services that prepare them for sustainable growth.

You will be part of the (Simulate) Solution line which is a very international group with members in the UK, France, Germany, Spain, Portugal, Italy, Czech Republic, Poland, US and Canada. The hero products sold by this group are:

· "Tricalc" and "Advance Design" which are FEM solution dedicated to architects and structural engineers to design, optimize and streamline their design workflows.

· "PowerPack Rebar and PowerPack Advance Steel" which are an innovative set of tools for rebar modelling directly in Revit, and steel fabrication details in Advance Steel/Autocad. It speeds up daily repetitive tasks, increase productivity, reduce errors and enable workflows with Graitec Design Software.

Graitec works in a matrix organization. You will be part of the (Simulate) solution line and you will report directly to the Sales Manager You will also report dotted line to the Country Sales Management & collaborate with the Technical Solutions Specialist and Account Managers who will help to connect to customers in a framework where success is shared.

The Solution Sales Specialist is a highly driven and technically-savvy sales person with a successful track record of selling software solutions in vertical markets. One of the main objective of Solution Sales Specialists is to identify and nurture the customers who will adopt our IP products within Graitec's existing customer base (+300k users worldwide).

The Solutions Sales Specialist is a hunter / Account Executive who will expand business in new customer accounts, in a highly competitive Market, developing partnerships through the sales of Graitec Internal software solutions and professional service contracts.

Your role will be to sell Graitec IP solutions, including software TRICALC, ADVANCE DESIGN, and GRAITEC Powerpacks, and also professional services and custom development for these products, in Spain.

You will be report to the Sales Director and will collaborate with the Technical Solution Specialist, who will help to connect to customers in a framework where success is shared.

Key Responsibilities:

· Achieve your Sales target on the Solution Line

· Win business with new accounts within Spain.

· Develop and implement a strategy for approaching prospects.

· Build Account management plan to ensure customer satisfaction and growth.

· Identify customer needs and propose a solution with the help of our industry experts.

· Negotiate the offer and close the deal.

· Work closely with Marketing and Product team, and work and communicate effectively across teams and departments.

· Act as the local expert helping to educate and motivate account managers to create opportunities within existing customer accounts

· Run the sales process with the support of the global Simulate Solution line VP

o Position the solution and value key benefits

o Understand and deeply challenge customer specific needs

o Define the solution delivering the best possible value to the customer. This solution might imply customization and specific development. You will involve the Project Management team for evaluating gaps and required effort

o Prepare a detailed offer for the customer detailing the offer, the pain point solved, the new opportunities, the Return-on-Investment, etc.

o Negotiate the offer and close the deal

· Monitor customer satisfaction and customer success. Work closely with technical specialists and customer success teams to secure adoption/consumption of the solution

· Engage with Marketing teams to develop specific campaigns and messages addressing prospects

· Contribute to Marketing content by providing customer testimonials

· Contribute to product improvement by reporting customer key requests

· Participate to required events to promote Graitec Simulate products

· Active participation and contribution into our global Simulate Solution community

· Secure data accuracy and data quality to ensure information system are kept updated and allow for traceability

· Empower the company with regular reports and forecasts

Key Success Indicators:

· Meet and exceed defined margin targets (Monthly, Quarterly, Annual)

· Drive new business by closing new logos in partnership with Account Managers and Marketing teams

· Nurture new customers to renew and add additional licenses

· Drive customer satisfaction (i.e., Net Promoter Score)

· Define and participate in webinars/customer testimonials/social posts

· Ensure accurate data is entered into our Microsoft Dynamics CRM system (e.g., transparency on activity)

· Participate and organize Simulate activities and events on corporate level

Required experience

· What you must have done already:

o Experience selling complex software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT markets

o Minimum 3+ years working successfully in a professional customer-facing technology sales role,

o Sold or highly aware of project-based workflow applications in the structural design environment.

o Experience in the Construction Industry preferably concrete, steel industry, framing, modular or prefabricated/industrialized construction industries.

o Experience in the AEC Industry preferably Architects, Engineers, and/or Contractors

o Excellent presentation and facilitation skills, and possess a strong ability to educate, influence, and persuade others.

o Confident dealing with C-level and key decision makers

o Fluent in English

What is nice to have done already:

o Experience using CRM systems including MS Dynamics

o Knowledge in BIM & BIM Processes and Autodesk Portfolio

o Sold workflow-based systems (ERP, MRP, EDMS, CRM, CDE)

o Will be valuable also skills and experience in current or past leadership / management role.

o Civil Engineer or Architectural degrees

· Ability to learn new environments and be passionate about real customer success

· Capacity to work in an international environment

· Adaptability, Autonomy, Clarity in communication, Collaborating effectively

· Driving for results, Positive energy

• Highly structured with strong attention to detail while coming up with pragmatic solutions

· Fluent English Speaking is required for all roles at Graitec as enabling the team to collaborate WW

At Graitec, we're proud to be committed to diversity and inclusion in the workplace.

We value our employees for the individuals they are and the contributions they can bring to our teams by bringing their authentic self at work. This resonates with the large variety of customers & markets we operate in and is part of our success story. As such, we welcome applications from all backgrounds and will not make any assessment into the application process other than candidates' skills and capabilities to succeed in role.

Interview Process:

· Screening/Get to know you discussion

· Hiring Manager

· Peer of hiring manager or key stakeholder to the role from another organization

· Business Unit leader