Solution Sales Specialist

2 months ago

Montréal, Canada Graitec Full time

About Graitec Group:
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:

- Your role will be to expand into existing customer accounts, developing partnerships through the sales of custom software solutions and professional service contracts.
- You will be part of the Bluebeam Solution Line reporting to the Sales Director and 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
- Profile the Graitec North America - Revit installed base and identify potential Bluebeam customers
- Develop and implement a strategy for approaching Bluebeam prospects (with or without the support of local Account Managers)
- Act as the local Bluebeam 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 Bluebeam Solution line VP
- Position the Bluebeam Solution and value key benefits
- Understand and deeply challenge customer specific needs
- Define the Bluebeam solution delivering the best possible value to the customer
- Prepare a detailed offer for the customer detailing the Bluebeam offer, the pain point solved, the new opportunities, the return-on-investment, etc.
- Negotiate the offer and close the Bluebeam deal
- Working closely with the customer to provide “best in class” Bluebeam advice
- Monitor customer satisfaction and customer success. Work closely with Bluebeam Technical Specialists and Customer Success Teams to secure Bluebeam adoption/consumption of the solution
- Engage with marketing teams to develop specific Bluebeam campaigns and messages addressing prospects
- Contribute to Bluebeam marketing content by providing customer testimonials
- Contribute to Bluebeam product improvement by reporting customer key requests
- Participate in required Bluebeam events & tradeshows
- Active participation and contribution into our Global Bluebeam Solution Community
- Ensure data accuracy and data quality to ensure information is kept updated
- Empower the company with regular Bluebeam reports and forecasts
- Becoming the go to person for the customer regarding Bluebeam feedback issues and wish list functionality

**Key Success Indicators**:

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

Qualifications:

- Experience selling complex software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT mar

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