Solution Sales Specialist

Milano (MI), Italy
Sales
1118
**Job Description**:
About Graitec Group

Graitec is a global leading Building Information Modeling (BIM) provider helping its architectural, engineering, construction and manufacturing customers to CREATE, SIMULATE, FABRICATE and MANAGE all the data of their projects.

The company is driving growth through 3 highly complementary activities: Value Added Reseller of Autodesk solutions (especially for the construction and manufacturing industries); Software Editor of a suite of products complementary to Autodesk solutions for the construction industry & finally, Services since Graitec is providing training, consulting, and support on top of the products with a consistent focus on customer satisfaction.

Our team is made of more than 500 outstanding talents, distributed across our 50 offices in 13 different countries, enabling us to meet our customer needs around the globe.

The team is known for its accountability, agility, and customer centricity as well as indeed for its ambition for both business & innovation growth.

We are honored to serve more than 100 000 customers worldwide to achieve more thanks to our technologies and to rank in Top 5 largest Autodesk Partner worldwide.

Our goal is to double our business in the coming few years as we just did in the last 4 years thanks to both organic growth & acquisition. This is why we are investing heavily on our upcoming transformation & reinforcing ongoing our teams globally.

About the Team Hiring

About the Team hiring

Graitec works in a matrix organization. You will be part of the SIMULATE Solution line which is an international group with members in the UK, France, Germany, Spain, Italy, Czech Republic, Poland, US, Canada, and Russia. The hero product sold by this group is called Advance Design which is a mature and easy to use FEM Structural Analysis solution dedicated to structural engineers operating in a BIM environment.

It fully designs any type of structure, with any kind of loads, mixing concrete, timber and steel members. It includes major code standards (Eurocodes / North American).

Overview

Your role will be to sell Simulate Solution in Italy. You will be part of the Simulate solution line and you will report directly to the Solution Sales Leader.

**Key Responsibilities**:

- Achieve your Sales target as defined by your manager.
- Profile the Graitec Italy installed base and identify potential customers for your product
- Develop and implement a strategy for approaching prospects (with or without the support of local Territory Sales)
- Run the sales process with the support of the Country Manager
- Position the solution and value key benefits
- Understand and challenge deeply customer specific needs
- Define the solution delivering the best possible value to the customer
- 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
- Report on activities and forecast
- Follow-up customer satisfaction and customer success and trigger actions to solve alarming situations
- Engage with Marketing teams for developing 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
- Provide structured reporting to your management
**Key Success Indicators**:

- Meet and exceed defined targets (Monthly, Quarterly or Annual)
- Accurate and consistent pipeline management per week
- Achieve minimum defined outbound activity levels on:

- Calls
- Exploratory Meetings
- Demonstrations
- Define, create content and run a minimum of 1 webinar per quarter
- Ensure good accurate data is entered into our Microsoft Dynamics CRM system
- Contribute to marketing activity (creating defined number of blogs and social posts per month)

**Responsibilities**:
Required experience
- What you must have done already:

- Experience selling complex software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT markets
- Have sold or highly aware of simulation solution dedicated to engineering department.
- 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

**What is nice to have done already**:

- Experience using CRM systems including MS Dynamics
- Knowledge in BIM & BIM Processes
- Sold workflow-based systems (ERP, MRP, EDMS, CRM, CDE)

**Qualifications**:
Required skills, abilities & qualifications
- Driving for results, Positive energy
- 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
Highly structur