Solution Sales Specialist - Simulation
GRAITEC GROUP
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Job summary
Graitec is seeking a hands-on Simulate Solution Sales Specialist (SSS) in Spain. The role blends engineering rigor with commercial discipline to restart and grow the SIMULATE business, focusing on new logos, expansion, and recurring revenue.
You will build territory plans, run discovery, and deliver ROI-led proposals, collaborating with marketing, product, and services teams to ensure onboarding success and measurable outcomes.
Qualifications
- 5+ years in technical sales / engineering software.
- Solution consulting in AEC software.
- Familiar with structural analysis tools.
- Proven ability to engage engineers credibly.
Responsibilities
- Drive new business acquisition with a territory plan and ICP/segmentation.
- Perform targeted prospecting, discovery, and demos.
- Collaborate with Graitec Account Managers to expand within customers.
- Own CRM data accuracy and pipeline forecasting.
- Deliver high‑quality demonstrations aligned to use cases.
- Engage senior stakeholders and drive value propositions.
Skills
Education
Tools
Job description
The Simulate Solution Sales Specialist (SSS) is a revenue‑owning commercial and technical role responsible for restarting, stabilizing, 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 rigor - including stakeholder mapping, value engineering, and ROI‑led proposals. You will help customers justify investment, navigate procurement, and realize measurable outcomes (productivity, risk reduction, compliance, and standardization) through solution adoption.
- 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
- Prioritize prospects in line with the Territory business plan, focusing on segments with the highest propensity to adopt (e.g., building structures teams, BIM‑integrated workflows, standardization programs).
- 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.
- 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.
- 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
- 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/standardization opportunities from adoption signals
- Work closely with:
- 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 prioritization.
- Own territory 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
- 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, standardization, 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
- Degree in Civil or Structural Engineering (BEng / MEng / MSc or equivalent)
Solid understanding of:
- Structural analysis and design workflows
- Eurocodes
- Building structures
5+ years in one or more of the following:
- 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
At Graitec, we’re proud to foster a diverse and inclusive workplace.
We value our employees for who they are and the contributions they bring, encouraging everyone to be their authentic selves at work. This diversity helps us better serve the wide range of customers and markets we operate in. We welcome applications from all backgrounds and assess candidates solely on their skills and ability to succeed in the role.
Graitec uses AI to support and streamline internal processes; however, all application reviews, screening, and hiring decisions are made solely by our Talent Acquisition team and hiring managers.
Application – Submit your CV and application via Graitec Careers.
HR Screening – An initial “get to know you” discussion.
Hiring Manager Interview – Role‑specific discussion with the manager.
Peer / Stakeholder Interview – May include a presentation or collaborative exercise.
Final Interview – Conversation with the Business Unit Leader.
As a signatory of United Nations Women’s Empowerment Principles, Graitec is committed to equal opportunity and pay transparency.
60.000 euros
80.000 euros
Note: Salary range indicated in this add is for information only & targeted for a specific seniority level and targeted location. Final salary offer might vary depending on final candidate location, seniority, competencies…
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