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Solution Sales Specialist
4 months ago
About Graitec Group:
Founded in 1986, Graitec is a global leading Building Information Modeling (BIM) provider helping its architectural, engineering, construction and manufacturing customers to CREATE, SIMULATE, FABRICATE all the data of their projects.
The company is driving growth through 3 highly complementary activities:
- Value Added Reseller of Autodesk solutions
- Software Editor of a suite of products complementary to Autodesk solutions for the construction industry
- Services since Graitec is providing training, consulting and support on top of the products with a consistent focus on customer satisfaction.
About the Team Hiring:
Experts & Talents from all over the world.
Our team is made of more than 700 outstanding talents, distributed across our 50 offices in 14 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 growth & for sure impactful innovations with more than 25% of our teams in Research & Development.
Strengthening our international leadership position.
- We are honored to serve more than 270 000 customers worldwide to achieve more thanks to our technologies and we are one of the largest Autodesk Partner worldwide. Thanks to its organic growth and to numerous acquisitions in Europe and North America, Graitec is experiencing exponential international growth: $300 million in revenue.
- Our ambition 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.
Overview:
- Your role will be to sell
- **_Simulate Solution in Quebec_**. You will be part of the Simulate solution line and you will report directly to the Product Line Senior Director.
**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 local account managers
- o Position the solution and value key benefits- o Understand and challenge deeply customer specific needs- o Define the solution delivering the best possible value to the customer- 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- 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:
- o Calls- o Exploratory Meetings- o 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**:
**Must have**:
- Experience selling complex technologies, software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT markets
- Excellent presentation and facilitation skills, and possess a strong ability to educate, influence, and persuade others
**Nice to have**:
- Experience using CRM systems including MS Dynamics
- Sold or highly aware of simulation solution dedicated to engineering department.
- Knowledge in BIM & BIM Processes
- Experience in the AEC Industry preferably Architects and Engineers
- Sold workflow-based systems (ERP, MRP, EDMS, CRM, CDE)
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 structured with strong attention to detail while coming up with pragmatic solutions
- Professional French speaking is required for this role, since the local market in mainly French speaking
- Professional English speaking is required for all roles at Graitec, enabling the team to collaborate worldwide
Interview Process:
**At Graitec, we’re proud to be committed to diversity and inclusion in the workplace.**
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**Interview Process*
