Solution Sales Specialist - West Coast - US - Graitec

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-year-old startup, having doubled our revenue in the last 3 years 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 200,000 customers worldwide with over 50 offices in 13 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 a worldwide scale with an equal split of business between Europe and North America, enabling Autodesk solutions thanks to our own GRAITEC Software.

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. 

• Your role will be to prospect & hunt for new business on the West Coast of the United States, developing partnerships through the sales of custom software solutions and professional service contracts.
• You will be part of the StrucSoft solution line reporting to the solution line director with dotted line reporting to the VP Global IP Sales.  You will collaborate with Solution Line Account Managers and Regional account managers who will help to connect to customers in a framework where success is shared.

Key Responsibilities:

• Achieve your sales target by profiling the Graitec North America - Revit installed base and identify potential customers for your product
• Develop and implement a strategy for approaching prospects (with or without the support of local Account Managers)
• 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 StrucSoft Solution line VP
• Position the solution and value key benefits
• Understand and deeply challenge customer specific needs
• Define the solution delivering the best possible value to the customer involving customization and specific development. You will involve the Project Management Team for evaluating gaps and required effort.
• Prepare a detailed offer for the customer detailing the offer, the pain point solved, the new opportunities, the return-on-investment, etc.
• Negotiate the offer and close the deal
• Working closely with the customer to provide “best in class” advice
• 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 in required events & tradeshows
• Active participation and contribution into our global solution community
• Ensure data accuracy and data quality to ensure information is kept updated
• Empower the company with regular reports and forecasts
• Becoming the go to person for the customer regarding feedback issues and wish list functionality

Key Success Indicators:

• Meet and exceed defined margin targets (monthly, quarterly & annually)
• Balance the mix between new customers, additional seats to existing customers, and renewal
• Drive new business by closing new logos in partnership with Account Managers and Marketing teams
• Nurture current customers to renew and add additional licenses
• Drive customer satisfaction (i.e., Net Promoter Score)
• Define and create content, and run webinars/customer testimonials/social posts
• Ensure accurate data is entered into our Microsoft Dynamics CRM system (e.g., transparency on activity)

• B2B sales experience in construction, steel or wood framing tools or products. 
• Experience selling complex software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT markets
• Sold or highly aware of project-based workflow applications (for example drawing and document management systems)
• Experience in the AEC Industry preferably Architects and Engineers
• Excellent presentation and facilitation skills, and possess a strong ability to educate, influence, and persuade others
• Confident dealing with C-level and key decision makers

Nice to have:

• Knowledge or previous experience in the construction, framing, modular or prefabricated/industrialized construction industries.
• Previous experience using StrucSoft, MWF
• Knowledge in BIM & BIM Processes
• Sold workflow-based systems (ERP, MRP, EDMS, CRM, CDE)

• Screening & get to know discussion with John, Talent Acquisition Partner
• Interview with Brandon, hiring manager
• Interview with peer of hiring manager or stakeholder
• Final interview