Solutions Architect

technology implementation. It is expected that the Solution Architect builds a position of trusted advisor based on his expertise and on the delivery of that engagement.

Working with the sales team to help grow opportunities around product and services, in a consultative selling approach. This includes pre-sales meetings both internally and with customers, focusing on their needs and imagining, building and proposing solutions. The solutions will include any of the following in a project format: products, training, process and workflow transformation, integration.

It is also expected that Her/his industry knowledge will contribute to the positioning of Graitec Services in the marketing through contributions to thought leadership, events and any other communication media that allows her/him to communicate on his field.

Key Responsibilities

Drive discovery meetings, workflow reviews, business process reviews and other workshops with customers to unearth business opportunities for Graitec.

Contribute to different sales teams to ensure achievement of the team's sales growth targets on new business (both from new and existing customers)

Building proposals for software, services, and projects. Partnering Sales team members by advising customers on issues relating to the choice and use of appropriate software, including specification of appropriate system platforms, integrations and connected software.

Providing assistance to sales staff during the pre-sales stage of sales negotiations.

Consulting

Managing the delivery of projects from initial pre-sales handover to project closeout

Creating detailed scoping documents to outline all aspects of projects including timelines, time scales and roles/responsibilities.

Creating all additional relevant documentation for delivering a successful project in line with Graitec standards

Assessing any potential risks to Graitec and ensuring that they are minimised.

Working with the customer to agree key milestones and ensuring they are met.

Working with the technical delivery teams (including integration, and other teams from other internal organisations) to ensure that the project is delivered on-time and on budget.

Ensuring that the customer is kept up to date with the progress of the project.

Leverage the relationship to identify other follow-on opportunities

General Company Duties Including:

Assisting the Customer Acquisition and Marketing teams with business development matters

Working with the R&D team - regular feedback on Graitec products

Secure data accuracy and data quality to ensure information systems are kept updated and allow for traceability.

Empower the company with regular reports and forecasts.

We are looking for talents that will enjoy, live and accelerate our culture and values

At Graitec, we work together locally & globally with an Entrepreneurial mindset .

As entrepreneurs, we are focused on achieving our vision and do not easily get distracted along the way. We believe in our products and services and that we are on the path to solve a real problem for our target customers & the overall industry. We are thoughtful on our investments and lead ethically to maximize the company opportunity. To better understand them, we want to represent the diversity of our customers around the globe & we are breaking our own siloes to better serve them.

To make this culture a reality, we rally our teams around shared cultural attributes we expect the full team to role model in order to realize our mission:

The way we work: Growth, Agility, Innovation and Responsibility

The way we behave: Ambition, Engagement, One Graitec, Positive Energy

Key Performance Indicators

Support the team to ensure new business ACV margin targets are met/exceeded (monthly, quarterly

annual)

# customer referrals/testimonials/case studies validated by Marketing according to corporate guidelines

Data accuracy and quality (e.g., transparency on activity)

About YouRequired skills, abilities & qualificationsWhat you must have done already:

Extensive experience in BIM, Autodesk AEC/ACS or MFG products.

A good understanding of the construction or manufacturing industry

4+ years of experience of presales of complex software, SaaS, and services solutions to B2B customers in the CAD, AEC or MFG markets.

Experienced in driving workshops or discovery meetings to support the identification of new business opportunities with existing accounts.

Demonstrated ability to support multiple stakeholders in a growing, fast-paced environment

Technically-expert with a commercial mindset.

Adaptability and flexibility in a fast-moving environment.

Autonomous and self-starter, Strategic thinker

A collaborator - with experience of working with supporting stakeholders from Sales or 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 attitude

Willingness to travel.

Professionalism, personal integrity, and reliability

A positive 'hands-on' work ethic

Initiative and enthusiasm guided by mature sense of judgement

An adaptable and flexible team player

What is nice to have done already:

Working knowledge and experience of the Architecture, Engineering and Construction markets

Experience of selling/supporting Autodesk SaaS Solutions

Recognized construction, engineering, or equivalent qualifications.

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 to work. This resonates with the large variety of customers & markets in which we operate 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 candidate's skills and capabilities to succeed in the role.

Interview Process:

Screening/Get to know discussion

Hiring Manager

Peer of hiring manager or key stakeholder to the role from another