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Sales Manager

2 weeks ago

Greater Toronto Area, Canada GRAITEC Italy 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.

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 12 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.

About The Team Hiring
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.

  • The hybrid work schedule is Monday - Friday, 37.5 hours per week.
  • The pay schedule is semi-monthly (15th and the last day of the month).
  • Use of AI: Artificial Intelligence (AI) may be use in screening, assessing, or selecting applicants.
  • This posting is for an existing vacancy.

As a signatory of United Nations Women's Empowerment Principles, Graitec is committed to equal opportunity and pay transparency.

On Target Earning Pay Range For This Role
Role Targeted Variable Pay Mix:
50%

Minimum Annual On Target Earning:
150k CAD

Maximum Annual On Target Earning:
200K CAD

Overview
As a member of the Canada Sales Leadership Team, the Sales Manager is an important role in Graitec's continued ambitious growth. He/she will be a highly self-driven, motivational and nurturing sales leader with a successful track record of leading sales teams selling software/SaaS solutions.

The Sales Manager has direct responsibility for new revenue and margin and the acquisition of new customers across Canada. They will be well adept at setting and measuring success against KPIs as well as be a formidable motivator and coach to a team of external sales Account Managers and Solution Sales professionals.

The Sales Manager should ensure that all sales people collaborate together to promote our leading IP products.

Fostering a One Graitec Environment
At Graitec, our people are our most important assets and we have high expectations of our people managers, especially in regards to the employee experience we create. Accordingly, all people managers are accountable for:

  • Role model professionalism, integrity and trust in anything you do so you can expect that from your team.
  • Create an inclusive team experience where everybody feels respected and valued for who they are and what they bring to the team and the company.
  • Lead the team towards curiosity, positive energy, care and empathy for each-other across teams, functions, countries.
  • Intentionally foster collaboration across individuals, teams and business units to achieve more together

Growing Talents

  • Non-stop hiring – constantly identify, meet and assess talents to fulfill today and tomorrow needs.
  • Attract talents externally and internally that will contribute to the team achieving more.
  • Ongoing focus on each team member development enabling the team to continuously learn & grow.
  • Listen to aspirations and retain talents in a highly competitive market .ie non-stop re-hiring your team.

Driving Clarity

  • Enable the team to understand the company priorities and understand how each contribute to it.
  • Deliver clear roadmap and ongoing feedback to team members so they ongoing understand where they stand individually and all together.
  • Coach the team to leverage resources and experts available to them to outperform business results together

Key Responsibilities

  • Managing, coaching and inspiring Account Managers and Solution Sales specialists located in multiple locations in Canada.
  • As a team, proactively identifying, locating, and qualifying new business opportunities within existing accounts as well as leveraging our Customer Acquisition teams to maximize new business opportunities from new logos.
  • Working closely with peers in the local leadership team (e.g. local leaders of Customer Acquisition, Customer Success, Marketing & Technical teams), to ensure we maximize upsell and cross-sell margin and revenue.
  • Setting, monitoring and driving the achievement of specific KPI targets for the team (e.g. pipeline, close rates, etc.)
  • Forecasting and reporting.
  • Supporting team members in larger opportunities - being a visible, engaged, sponsor at a customer level including with presentations, meetings, business reviews and sales calls.
  • Partnering with the matrix organization (e.g. Solution Lines Sales)
  • Collaborating actively with Autodesk's local teams and Hub organization to maximize opportunities and alignment.

Responsibilities

  • 5+ years of experience selling complex software, SaaS, and services solutions to B2B customers in the CAD, AEC, MFG, telecom or IT markets.
  • 5+ years of experience of managing sales teams of 7 or more members and annual revenue targets of 15M+
  • Managed in a multicultural and matrixed organization, with remote and office based teams.
  • Experience of working with supporting teams like internal sales, marketing, professional services and Customer Success.

Nice To Have (not Required)

  • Working knowledge and experience of the Architecture, Engineering and Construction or Manufacturing markets
  • Experience of selling Autodesk SaaS Solutions
  • Knowledge of BIM

Qualifications

  • Ambitious, entrepreneurial and competitive mind-set.
  • Motivating, developing and coaching. Evidence of experience of robust support and advancement of teams and direct reports' personal development.
  • Proof of continually exceeding Sales targets and other KPIs set.
  • Autonomous and self-starter.
  • Strategic thinker.
  • Ability to remain calm, positive and intentional as well as focused to exceed expected results.
  • Willingness to travel.

Interview Process

  • Introduction & get to know discussion with John, Talent Acquisition Partner
  • Interview with Sebastien, Senior Sales Director
  • Interview with peer of hiring manager or stakeholder
  • Final interview