Account Manager - Manufacturing

About Graitec Group
Founded in 1986, Graitec is a global leading Building Information Modeling (BIM) provider helping its architectural, engineering, construction, and manufacturing customers to CREATE, SIMULATE, FABRICATE all the data of their projects.
The company is driving growth through 3 highly complementary activities:

• Software Editor of a suite of products complementary to Autodesk solutions for the construction industry
• Services since Graitec is providing training, consulting, and support on top of the products with a consistent focus on customer satisfaction.
• Value Added Reseller of Autodesk solutions

About The Team Hiring
Experts & Talents from all over the world.
Our team is made of more than 700 outstanding talents, distributed across our 50 offices in 14 different countries, enabling us to meet our customer needs around the globe.
The team is known for its accountability, agility and customer centricity as well as indeed for its ambition for both business growth & for sure impactful innovations with more than 25% of our teams in Research & Development.
Strengthening our international leadership position.

• Our ambition is to double our business in the coming few years as we just did in the last 4 years thanks to both organic growth & acquisition. This is why we are investing heavily on our upcoming transformation & reinforcing ongoing our teams globally.
• We are honored to serve more than 270 000 customers worldwide to achieve more thanks to our technologies and we are one of the largest Autodesk Partner worldwide. Thanks to its organic growth and to numerous acquisitions in Europe and North America, Graitec is experiencing exponential international growth: $300 million in revenue.

Overview
The Account Manager is a highly driven and tech-savvy salesperson with a successful track record of selling software solutions into technology and manufacturing companies. This role has responsibility for growing new revenue and margin from their territory or portfolio of accounts.
The Account Manager role is responsible for the nurturing, and business development of established MFG customer accounts as well as to win new customers in Toronto.
The Account Manager is a trusted advisor to our customers. The Account Manager owns the customer relationship and as such should collaborate with every sales role to ensure Graitec brings the right expertise at the right moment. The main objective of the Account Manager is to promote our leading IP products thanks to the support of dedicated Solution Sales teams.
Key Responsibilities:

• Support the Customer Success teams to ensure ongoing Subscriptions are renewed in portfolio accounts.
• Identify Graitec IP opportunities and leverage Solutions Sales teams to maximize the attach and cross sales of Graitec software and services. Support the Solution Sales teams to facilitate the penetration of Graitec IP in the market and the portfolio of managed accounts.
• Secure data accuracy and data quality to ensure information system are kept updated and allow for traceability.
• Proactively identify, locate, and qualify new business opportunities within existing accounts as well as leverage our Sales Representative Development team to maximize new business opportunities from new logos. Support and drive lead generation or marketing activities such as at tradeshows.
• Act as a customer expert in analyzing and challenging business needs, clarify expectations, and successfully communicate and sell Graitec/Autodesk products and solutions.
• Achieve sales target on new business (both from new and existing customers from the portfolio of allocated accounts).
• Empower the company with regular reports and forecasts.
• Manage the sales process from lead to negotiation and close. Diligently follow up and manage customer contacts including presentations, demonstrations, group meetings, business reviews and sales calls, partnering with internal stakeholders such as pre- and post-sales, Solution lines as well as marketing teams.

Responsibilities

• 4+ years of experience selling complex software, SaaS, and services solutions to B2B customers in the CAD/CAD/CAM, AEC, MFG, telecom or IT markets.
• Experienced in developing new business opportunities with existing accounts, identifying, and selling to customer needs utilizing a consultative sales approach.
• Demonstrated ability to support multiple product lines in a growing, fast-paced environment.

Nice to have:

• Knowledge of Manufacturing Processes
• A desire to understand “How it works.”
• Working knowledge and experience in manufacturing markets
• Experience of selling Autodesk SaaS Solutions

Qualifications

• Customer-oriented, ability to influence at all levels with an entrepreneurial attitude
• Ability to remain calm, intentional, and focused as well as highly professional
• Evidence of continually exceeding Sales targets
• Willingness to travel
• Ambitious, driven, and competitive mind-set
• A collaborator – with experience of working with supporting teams like pre-sales and professional services
• Adaptability, in a fast-moving environment
• Autonomous and self-starter, Strategic thinker

Interview Process

• Screening with peer of hiring manager or key stakeholder to the role from the organziation
• Introduction with John, Talent Acquisition Partner
• Screening with Andrew, Hiring Manager
• Final in-person interview