Strategic Account Manager

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.

Overview

As a Strategic Account Manager, you are responsible for growing Graitec’s footprint by growing & expanding existing customers in the Architectural & Engineering Division. The objective is to prospect for new customers and expand new business in key accounts to meet/exceed financial and business objectives. This position reports to the Director of Sales, Architecture & Engineering, and will work closely with our services & technical team members.

• You will own the full sales cycle from lead to close for customers and prospects in the Architectural & Engineering Division.
• Establish lasting relationships with senior executives and decision-makers (C-Suite and VP level)
• You will foster new relationships for Graitec through outbound efforts utilizing SDR’s, Marketing, and Customer Success
• Initiate, negotiate and close new contracts with customers
• You will collaborate and work with different members of the evolve team (Technical Specialists, Customer Success Managers, Leadership, etc.) to build strategic adoption plans for customers.
• Deliver an accurate weekly, monthly & quarterly forecast of business.
• Creatively adopt programs to drive new revenue and expand business partner relationships.
• Sell complex service engagements and creatively seek alternative solutions where necessary.
• Be a trusted adviser for customers and identify win/win situations.
• While the primary day to day of this job will be growing and expanding existing customers, a big part of this role is focused on continued growth and development. You should expect to spend time shadowing senior sales professionals, listening to/watching calls on Chorus, understanding why complex deals are structured the way they are, etc.

Responsibilities

• 3-5+ years of new business development experience; from lead to close
• Relevant sales experience, preferably in a SaaS organization, or in the AEC or MEP space
• Track record of exceeding assigned sales quotas in multiple, continuous quarters / years
• Experience managing a pipeline and closing contracts
• Excellent communication skills both with customers and within an organization
• Shown negotiation and closing skills
• Ability to develop senior level relationships quickly and effectively
• Ability to handle multiple opportunities simultaneously at various stages of the buying process

Qualifications

• Introduction and get to know discussion with John, Talent Acquisition Partner
• Screening with Jim, Sales Director
• Screening with Charisse, SVP of Sales
• Final interview