Account Manager - AEC

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 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 +50 offices in 13 different countries, enabling us to meet our customer needs around the globeA market leader: we are one of the largest AUTODESK Platinum partners 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 SoftwaresStrong 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. About the Team HiringAbout the Team HiringGraitec’s UKAccount Manager team is a highly driven group overseeing all UK customers from our UK offices. We are seeking an all-star Account Manager to join our competitive, collaborative, and fun team. This role will drive the entire sales cycle from initial customer engagement to closed sales. Come and join our SAAS world and bring your career to the next level. OverviewThe Account Manager is a highly driven and technically-savvy sales person with a successful track record of sellingsoftware solutions in vertical markets such as Architecture, Engineering and Construction (AEC).This role has responsibility for growing new revenue and margin from their territory or portfolio ofaccounts.The Account Manager role is responsible for the nurturing, and business development of established AEC customer accounts as well as to win new customers, in the UK. The Account Manager is a trusted advisor to our customers. The AM owns the customer relationship and as such should collaborate with every sales role to ensure Graitec brings the right expertise at the right moment. The main objective of the AM is to promote our leading IP products thanks to the support of dedicated Solution Sales teams.Key Responsibilities· Achieve sales target on new business (both from new and existing customers from the portfolio of allocated accounts).· Manage the sales process from lead to negotiation and close. Diligently follow up and manage customer contactsincluding presentations, demonstrations, group meetings, business reviews and sales calls, partnering with internalstakeholders such as pre- and post-sales, Solution lines as well as marketing teams.· Identify Graitec IP opportunities and leverage Solutions Sales teams to maximize the attach and cross sales of Graitecsoftware and services. Support the Solution Sales teams to facilitate the penetration of Graitec IP in the market and theportfolio of managed accounts.· Proactively identify, locate, and qualify new business opportunities within existing accounts as well as leverage ourCustomer Acquisition teams to maximize new business opportunities from new logos. Support and drive leadgeneration or marketing activities such as at tradeshows.· Act as a customer expert in analyzing and challenging business needs, clarify expectations, and successfullycommunicate and sell Graitec/Autodesk products and solutions.· Support the Customer Success teams to ensure ongoing Subscriptions are renewed in portfolio accounts.· Secure data accuracy and data quality to ensure information system are kept updated and allow for traceability.· Empower the company with regular reports and forecasts. ResponsibilitiesWhat you must have done already:o 4+ years of experience selling complex software, SaaS, and services solutions to B2B customers in the CAD, AEC, MFG, telecom or IT markets.o Experienced in developing new business opportunities with existing accounts, identifying and selling to customer needs utilising a consultative sales approach.o Demonstrated ability to support multiple product lines in a growing, fast-paced environment· What is nice to have done already:o Working knowledge and experience of the Architecture, Engineering and Construction marketso Experience of selling Autodesk SaaS Solutionso Knowledge of BIMo Recognized construction, engineering or equivalent qualification. QualificationsAmbitious, driven and competitive mind-set.Evidence of continually exceeding Sales targetsAdaptability, in a fast moving environmentAutonomous and self-starter, Strategic thinkerA collaborator – with experience of working with supporting teams like pre-sales and professional services.Ability to remain calm, intentional and focused as well as highly professional.Customer-oriented, ability to influence at all levels with an entrepreneurial attitudeWillingness to travel Interview ProcessLocation:We embrace a hybrid working model at Graitec and understand there is no one size fits all in relation to how we work. You will be required to spend some time in the office with the remaining time being a personal choice as to whether you work from home, or in the office.At Graitec, we’re proud to be committed to diversity and inclusion in the workplace. We value our employees for the individuals they are and the contributions they can bring to our teams by bringing their authentic self at work. This resonates with the large variety of customers & markets we operate in and is part of our success story. As such, we welcome applications from all backgrounds and will not make any assessment into the application process other than candidates skills and capabilities to succeed in role.Interview Process: Screening/Get to know you discussion Hiring Manager Peer of hiring manager or key stakeholder to the role
Business Unit leader
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