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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Solution Sales Specialist - SIMULATE - **Company:** Graitec - **Location:** Barcelona, Spain - **Salary:** €60,000.0 - **Contract:** Permanent contract - **Skills:** Autodesk Revit, Software as a Service, Customer Data Management, Microsoft Dynamics CRM, Software Tools, SAP Sales and Distribution, STAAD, Value Engineering, Tekla (Software), Autodesk Autocad, Data Pipelines, SAP 2000, ETABS - **Published:** June 5, 2026 - **Apply:** https://es.indeed.com/viewjob?jk=ec2b7c9ea9c607a2 ## About the Role 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 ## Description 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 ## Related Videos - [Model Based Systems Engineering in an Agile Product Development Process](https://www.wearedevelopers.com/videos/68-model-based-systems-engineering-in-an-agile-product-development-process) - [You’re a great coder? 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