Solution Sales Specialist - StrucSoft in Brighton

About Graitec Group: Graitec is a global leader in Building Information Modeling (BIM) solutions, designing and developing software that helps architects, engineers, and manufacturers design smarter and better. With over 30 years of innovation and an entrepreneurial spirit, we’ve tripled our revenue in just five years. Our North Star is clear — accelerate the digital transformation of the AECO industry and model the future. We achieve this by growing our recurring revenue through innovative software and services that drive adoption, integration, and lasting value for our customers. Our 800 experts across 30+ offices in 12 countries support more than 270,000 users worldwide. As a global Autodesk Platinum Partner, we combine world-class partnerships with our own cutting-edge software and services to drive performance and sustainability across the industry.

At Graitec, we move fast and think big. We collaborate across teams and borders, embrace diversity, and challenge ourselves to innovate every day. We believe in doing the right thing, breaking down silos, and making an impact together.

How we work: Growth, Agility, Innovation, Responsibility

How we behave: Ambition, Engagement, One Graitec, Positive Energy

About the Solution Sales Specialist: Your role will be to prospect & hunt for new business, developing partnerships through the sales of custom software solutions and professional service contracts. You will be part of the StrucSoft Solution Line reporting to the Vice President of Solution Sales. You 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 by profiling the Revit installed base and identifying potential customers for your product.
• Develop and implement a strategy for approaching prospects (with or without the support of local Account Managers).
• Act as the local 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 StrucSoft Solution line VP.
• Position the solution and value key benefits.
• Understand and deeply challenge customer specific needs.
• Define the solution delivering the best possible value to the customer involving customization and specific development.
• Prepare a detailed offer for the customer detailing the offer, the pain point solved, the new opportunities, the return-on investment, etc.
• Negotiate the offer and close the deal.
• Working closely with the customer to provide “best in class” advice.
• Monitor customer satisfaction and customer success. Work closely with technical specialists and customer success teams to secure adoption/consumption of the solution.
• Engage with marketing teams to develop specific campaigns and messages addressing prospects.
• Contribute to marketing content by providing customer testimonials.
• Contribute to product improvement by reporting customer key requests.
• Participate in required events & tradeshows.
• Active participation and contribution to our global solution community.
• Ensure data accuracy and data quality to ensure information is kept updated.
• Empower the company with regular reports and forecasts.
• Becoming the go-to-person for the customer regarding feedback issues and wish list functionality.

Key Success Indicators:

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

Experience:

• 3-5 years of B2B sales experience in construction, steel or wood framing tools or products.
• Experience selling complex software, SAAS, and services solutions to B2B customers, preferably in the CAD, AEC, MFG or IT markets.
• Sold or highly aware of project-based workflow applications (for example drawing and document management systems).
• Experience in the AEC Industry preferably Architects and Engineers.
• Excellent presentation and facilitation skills, and possess a strong ability to educate, influence, and persuade others.
• Confident dealing with C-level and key decision makers.

Nice to have:

• Knowledge or previous experience in the construction, framing, modular or prefabricated/industrialized construction industries.
• Previous experience using StrucSoft, MWFKnowledge in BIM & BIM Processes.

Interview Process:

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