Solution Sales Specialist - SIMULATE

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 have tripled our revenue in just five years. 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. We move fast, think big, collaborate across teams and borders, embrace diversity, and challenge ourselves to innovate every day, believing in doing the right thing and breaking down silos to make an impact together.

Overview

The Simulate Solution Sales Specialist (SSS) is a commercially focused, revenue‑owning role responsible for driving profitable growth of the SIMULATE business across Southern France, with Advance Design as the flagship solution. Operating in a mature and well‑established market, this role is focused on accelerating growth within an existing strong customer base while continuing to win targeted new business.

Responsibilities

• Sales Execution, Territory Ownership & Pipeline Growth
  • Own and execute a South France territory plan aligned to revenue and margin targets.
  • Drive pipeline creation and conversion across:
    • Expansion within existing customers.
    • Targeted new logo acquisition.
    • Recurring revenue growth.
  • Run a structured, end‑to‑end sales cycle: Qualification → Discovery → Value positioning → Proposal → Negotiation → Close.
  • Build strong account penetration in a mature market by identifying standardisation and multi‑project opportunities and expanding footprint across engineering teams, offices, and disciplines.
  • Work closely with Account Managers to accelerate cross‑sell and upsell motions, increase services attach and long‑term account value.
  • Maintain disciplined pipeline hygiene and forecast accuracy with clear next steps, risks, close plans, and reliable weekly forecasting.
• Commercial & Value‑Led Selling
  • Lead commercial conversations with confidence, translating engineering needs into clear business outcomes such as productivity gains, risk reduction, standardisation, and compliance assurance.
  • Build and articulate compelling business cases including ROI, payback, and value hypotheses, and demonstrate competitive positioning and differentiation.
  • Structure high‑quality deals with multi‑year agreements where appropriate, bundled offers (software + services + onboarding), pricing discipline and margin protection.
  • Navigate procurement and commercial processes effectively, engage economic buyers early, and handle objections and commercial questions confidently.
• Customer Engagement & Expansion
  • Develop trusted relationships with key stakeholders: Technical Directors, Engineering Leads, BIM/Digital Leads, and Procurement.
  • Identify and drive adoption and standardisation opportunities, expansion signals within existing customers, and long‑term account growth plans.
  • Partner with Services and Technical teams to ensure successful onboarding and value realisation, support proof‑of‑value engagements where needed, and proactively manage adoption risks, renewal exposure, and expansion timing.
• Go‑to‑Market & Team Contribution
  • Operate as part of a highly experienced Simulate team in France, sharing best practice and contributing to collective success.
  • Collaborate cross‑functionally with Account Managers, SDRs, Marketing, and Technical & Services teams.
  • Contribute to local market positioning and messaging, customer success stories and references, events, webinars, and ecosystem initiatives.
  • Provide structured market feedback including competitive insights, pricing dynamics, and customer requirements.
• Commercial Accountability
  • Own and deliver against revenue targets, margin contribution, pipeline coverage, and quality.
  • Drive strong win rates and deal velocity, maintain a balanced mix of new business and expansion, and ensure predictable and reliable forecasting.
• Key Success Indicators
  • Achievement of South France revenue and margin targets.
  • Consistent pipeline growth and conversion.
  • Expansion within existing accounts (standardisation, additional seats/modules/services).
  • Strong forecast accuracy and CRM discipline.
  • Improved win rates and sales cycle efficiency.
  • Contribution to overall Simulate market leadership in France.

Qualifications

• Education & Domain Expertise (Mandatory)
  • Degree in Civil or Structural Engineering (or equivalent).
  • Strong understanding of structural analysis and design workflows, Eurocodes, and building structures.
• Professional Experience
  • 5+ years in one or more of:
    • Structural engineering practice.
    • Commercial or solution sales in AEC software.
    • Engineering software consulting.
  • Experience engaging engineering teams, technical decision makers, and commercial stakeholders.
  • Familiarity with tools such as Advance Design, Robot Structural Analysis, ETABS, SAP2000, STAAD, Tekla, SCIA, and GSA.

Benefits

• On Target Earning (OTE) pay range for this role: 55,000 € (minimum) to 85,000 € (maximum). Role Targeted Variable Pay Mix: 60% fixed + 40% variable.

Graitec is committed to equal opportunity and promotes diversity and inclusion. All application reviews, screening, and hiring decisions are made solely by our Talent Acquisition team and hiring managers.