Lavori attuali relativi a Territory Account Manager - Ne - Graitec Gmbh
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Territory Account Manager
2 settimane fa
About Graitec GroupGRAITEC 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 external growth and targeting 500m€ revenue in **** (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 partner 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 Softwares.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 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.About the Team HiringYou will join the EMEA strong sales team as a Territory Account Manager.In this role you will collaborate to drive Annual Contract Value (ACV) growth through the management and expansion of key customer relationships.You will leverage our SaaS solutions and Professional Services to maximize revenue, foster strong customer partnerships, and strategically increase ACV across a portfolio of high-value accounts.Your focus will be on identifying and capitalizing on opportunities for upselling, cross-selling, and contract expansions to deliver tangible growth while ensuring we are fully aligned to customers' business objectives and desired outcomes, and their ongoing satisfaction.From process optimization and sales enablement to forecasting and performance analytics, this team is the backbone of our commercial strategy—driving scalable growth and supporting our mission to deliver value to customers through seamless, solution-based selling.At GRAITEC, we are committed to the development and success of our Sales professionals.We invest in training, tools, and collaborative partnerships to foster a culture of continuous improvement, innovation, and high impact.OverviewThis is a high-impact, quota-carrying role responsible for driving revenue and margin growth across a defined portfolio of strategic accounts, while also acquiring new business within your territory.You'll focus on identifying opportunities for Graitec's proprietary IP solutions and professional services, with the support of our dedicated Solution Sales and Customer Success teams.You'll work with a limited number of high-potential accounts to build deep, lasting relationships and operate as a trusted advisor at every level, from operational teams to the C-suite.Territory account managers oversee all sales-related activities within an account base within a stipulated industry.They devise sales strategies, establish rapport with existing and target clients, and coordinate the training of sales staff and channel partners within their territory.Portfolio of ********* accounts focus on hunting for new logo and prospecting.Collaborating strongly with leads from the SDR and BDR team.Key ResponsibilitiesAchieve sales target on new business (both from new and existing customers from the portfolio of allocated accounts).Manage the sales process from lead through to negotiation and close.Diligently follow up and manage customer contacts including presentations, demonstrations, group meetings, business reviews and sales calls, partnering with internal stakeholders such as pre- and post-sales, Solution lines as well as marketing teams.Act as a customer expert in analyzing and challenging business needs, clarify expectations, and successfully communicate and sell Graitec/Autodesk products and solutions.Identify Graitec IP opportunities and leverage Solutions Sales teams to maximize the attach and cross sales of Graitec software and services.Support the Solution Sales teams to facilitate the penetration of Graitec IP in the market and the portfolio of managed accounts.Support the Customer Success teams to ensure ongoing Subscriptions are renewed in portfolio accounts.Secure data accuracy and data quality to ensure information systems are kept updated and allow for traceability.Empower the company with regular reports and forecasts.Core Competencies– Sector & Solution Expertise – Advise clients confidently based on strong industry and product knowledge.• Opportunity Creation & Growth – Proactively uncover, develop, and expand revenue opportunities.• Advanced Discovery & Value Selling – Engage deeply to understand client needs and articulate a tailored, compelling value story.• Strategic Relationship Building – Influence across complex buying groups and engage senior stakeholders effectively.• Commercial Execution – Bring rigour to forecasting, account planning, and deal management.• Excellence & Resilience – Lead with a high-performance mindset, adaptability, and a commitment to results.Key Success IndicatorsAnnual revenue and margin growthAttach and cross-sell rates of Graitec IPProfessional Services revenue contributionRenewal performance (seats, billing, or margin)Customer satisfaction (NPS or CSAT)CRM data accuracy and usageResponsibilitiesRequired experience5 to 7 years of successful B2B software, SaaS, or solutions sales experienceDemonstrated ability to win new business and grow existing accountsStrong consultative sales skills; comfortable working with technical teams and executive stakeholdersProven ability to manage multiple solutions in fast-paced, evolving environments.QualificationsRequired skills, abilities & qualificationsFamiliarity with Autodesk and SaaS-based AEC or MFG solutionsExperience with BIM or digital design/construction toolsIndustry qualifications in construction, engineering, or product designAmbitious, driven, and results-focusedResilient and proactive in fast-moving situationsCommercially astute with a strategic mindsetTeam-oriented, collaborative, and accountableFluent in Italian and EnglishOpen to travelInterview ProcessTo apply – Please send your application & CV on Graitec CareersHR Screening (Get to know discussion)Hiring ManagerPeer or stakeholder interview / presentationFinal interview with the Business Unit Leader#J-*****-Ljbffr
