Solution Sales Specialist - SIMULATE

The Simulate Solution Sales Specialist (SSS) is a revenue-owning commercial and technical role responsible for restarting, stabilising, and scaling the SIMULATE business in Spain, with Advance Design as the flagship solution. The role builds and executes a territory plan, develops a qualified pipeline, and converts opportunities into profitable growth across new logo, expansion, and recurring revenue motions.

This role is hands-on, engineering-driven, and market-facing, combining deep structural engineering expertise with commercial rigour - including stakeholder mapping, value engineering, and ROI-led proposals. You will help customers justify investment, navigate procurement, and realise measurable outcomes (productivity, risk reduction, compliance, and standardisation) through solution adoption.

• Sales Execution, Territory Plan & Pipeline Development
• Drive new business acquisition for Advance Design through a clear territory plan (ICP/segmentation, target account list, and activity cadence), supported by:
• Targeted prospecting (with SDR support)
• Structured discovery
• Value-based presentations and demonstrations
• Own the end-to-end sales cycle (qualification discovery solution fit business case proposal negotiation close), including deal strategy, close plans, and stakeholder alignment.
• Prioritise prospects in line with the Teritorry business plan, focusing on segments with the highest propensity to adopt (e.g., building structures teams, BIM-integrated workflows, standardisation programmes).
• Collaborate with Graitec Account Managers to expand within the existing customer base (cross-sell, upsell, and renewal influence), increasing services attach and long-term account value.
• Maintain weekly pipeline hygiene and forecasting discipline (stage definitions, next steps, risks, and close dates) to support predictable revenue delivery.

* Technical & Consultative Selling

• Act as a trusted advisor to structural and civil engineers
• Lead engineering-level discussions on:
• Structural analysis workflows
• Eurocode compliance (incl. UK NA and transitional contexts)
• BIM-integrated analysis and Revit / AS workflows
• Translate engineering challenges into clear business outcomes and commercial value (time saved, reduced rework, improved compliance assurance, risk reduction), creating customer-specific value hypotheses.
• Deliver high-quality product demonstrations aligned with real use cases.
• Engage beyond the engineering team to align with economic buyers (Technical Director, Practice Lead, Digital/BIM Lead, Procurement/IT) and prepare for commercial approval.

* Customer Engagement & Adoption

• Conduct in-depth discovery to understand:
• Current analysis tools and workflows
• Migration constraints and risks
• Organizational readiness for change
• Work closely with SIMULATE Services & EMEA Technical Teams to:
• Ensure successful onboarding
• Support proof-of-value engagements
• Maintain high customer satisfaction
• Manage expectations around scope, migration feasibility, and adoption timelines
• Create and track customer success criteria for proof-of-value engagements (use cases, acceptance metrics, timeline), and identify expansion/standardisation opportunities from adoption signals

* Go-to-Market & Cross-Functional Collaboration

• Work closely with:
• SDR (lead qualification & targeting)
• SIMULATE Marketing (campaigns, webinars, messaging)
• Product Management (field feedback, roadmap inputs)
• Actively contribute to:
• French-specific messaging and positioning
• Customer references and success stories
• Events, webinars, and joint Autodesk-ecosystem initiatives
• Provide market and competitor insight (win/loss, pricing pressure, feature gaps) to inform Spanish GTM decisions and prioritisation.

Commercial Responsibilities

• Own teritorry commercial outcomes: revenue, margin, and mix (new logo vs. expansion), aligned to quarterly targets
• Build deal strategies that protect value: pricing rationale, competitive positioning, and packaged offers (licenses + services + onboarding)
• Navigate procurement with confidence: respond to commercial questions, support contract steps, and align internal approvals (legal/finance) as required.
• Promote recurring revenue health by influencing renewals, identifying churn risks early, and proposing expansion plans where adoption is strong.
• Operational Excellence
• Maintain accurate and structured CRM data (Dynamics CRM)
• Provide reliable forecasts and pipeline reporting
• Apply a disciplined, repeatable sales methodology
• Contribute to the global SIMULATE Solution Sales community

Key Success Indicators

• Achievement of Spanish revenue targets and margin contribution (including mix of new logo vs. expansion)
• Growth of qualified pipeline with clear stage health (coverage, conversion, and next steps)
• Customer adoption, realised value, and expansion signals (referenceability, standardisation, additional seats/modules/services)
• Forecast reliability and CRM data quality (accuracy, hygiene, and predictable cadence)
• Improving win rate and sales cycle efficiency through repeatable messaging, competitive clarity, and strong deal qualification
• Contribution to Spanish SIMULATE brand presence

Do you have experience in Tekla?, Do you have a Master’s degree?, * Degree in Civil or Structural Engineering (BEng / MEng / MSc or equivalent)

• Solid understanding of:
• Structural analysis and design workflows
• Eurocodes
• Building structures

Professional Experience

• 5+ years in one or more of the following:
• Structural engineering practice
• Technical sales / presales of engineering software
• Solution consulting in AEC software
• Strong familiarity with structural analysis tools such as:
• Advance Design, Robot Structural Analysis, ETABS, SAP2000, STAAD, Tekla SD, Oasys GSA, SCIA, etc.
• Proven ability to engage engineers credibly, not just transact licenses

Core Skills & Capabilities

Sales, Commercial Acumen & Business Planning

• Consultative, value-based selling with outcome and ROI framing
• Opportunity qualification, stakeholder mapping, and pipeline ownership
• Business case development (value hypothesis, assumptions, payback narrative) and proof-of-value planning
• Deal structuring, negotiation, and procurement readiness (commercial terms, multi-year where appropriate)
• Forecasting and performance management: win rate, cycle time, conversion, and average deal value

Technical & Digital Skills

• BIM-aware mindset (Revit workflows strongly valued)
• Ability to explain FEM concepts, assumptions, and limitations clearly
• Comfortable with SaaS / subscription models
• Strong demo and storytelling capability

Customer & Communication Skills

• Confident presenter to technical audiences
• Ability to challenge customers constructively
• Clear, structured, and persuasive communication
• Professional credibility with senior engineers and technical directors

Mindset & Behaviour

• Entrepreneurial, self-driven, and accountable
• Comfortable operating in a restart / build phase
• Structured, pragmatic, and results-oriented
• Willing to learn, adapt, and iterate quickly

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: 60% fixed + 40% variable

Minimum Annual On Target Earning : 60.000 euros

Maximum Annual On Target Earning: 80.000 euros

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.