Territory Account Manager

GRAITEC GROUP; Noale; In loco; EUR 50.000 - 70.000; Tempo pieno

Descrizione del lavoro

A leading technology solutions provider in Italy is seeking a Territory Account Manager to drive revenue growth through managing key customer relationships and expanding their portfolio. This role requires strong consultative sales skills and a proven track record in B2B SaaS sales. The ideal candidate will have experience with Autodesk software and a strategic mindset. This position offers opportunities for career development and requires fluency in Italian and English.

Competenze

• 5 to 7 years of successful B2B software or SaaS sales experience.
• Demonstrated ability to win new business and grow existing accounts.
• Strong consultative skills; comfortable with executive stakeholders.

Mansioni

• Achieve sales targets on new business from allocated accounts.
• Manage the sales process from lead to close, including meetings and presentations.
• Identify opportunities for Graitec IP and leverage Solution Sales teams.

Conoscenze

Consultative sales skills

Relationship building

Commercial acumen

Fluent in Italian

Results-focused

Strumenti

Autodesk software

BIM tools

CRM systems

Descrizione del lavoro

4 days ago Be among the first 25 applicants

Direct message the job poster from GRAITEC GROUP

Overview

French and British national who has studied and worked across the globe - Trilingual Sr Global Talent Acquisition Partner | Headhunter

About the role:

You will join the EMEA strong sales team as a Territory Account Manager.

In this role you will collaborate to drive Annual Contract Value (ACV) growth through the management and expansion of key customer relationships. You will leverage our SaaS solutions and Professional Services to maximize revenue, foster strong customer partnerships, and strategically increase ACV across a portfolio of high-value accounts.

Your focus will be on identifying and capitalizing on opportunities for upselling, cross-selling, and contract expansions to deliver tangible growth while ensuring we are fully aligned to customers’ business objectives and desired outcomes, and their ongoing satisfaction.

From process optimization and sales enablement to forecasting and performance analytics, this team is the backbone of our commercial strategy—driving scalable growth and supporting our mission to deliver value to customers through seamless, solution-based selling.

At GRAITEC, we are committed to the development and success of our Sales professionals. We invest in training, tools, and collaborative partnerships to foster a culture of continuous improvement, innovation, and high impact.

This is a high-impact, quota-carrying role responsible for driving revenue and margin growth across a defined portfolio of strategic accounts, while also acquiring new business within your territory. You’ll focus on identifying opportunities for Graitec’s proprietary IP solutions and professional services, with the support of our dedicated Solution Sales and Customer Success teams.

You’ll work with a limited number of high-potential accounts to build deep, lasting relationships and operate as a trusted advisor at every level, from operational teams to the C-suite.

Territory account managers oversee all sales-related activities within an account base within a stipulated industry. They devise sales strategies, establish rapport with existing and target clients, and coordinate the training of sales staff and channel partners within their territory.

Portfolio of 300 – 400 accounts focus on hunting for new logo and prospecting. Collaborating strongly with leads from the SDR and BDR team.

Key Responsibilities

• Achieve sales target on new business (both from new and existing customers from the portfolio of allocated accounts).
• Manage the sales process from lead through 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.
• Act as a customer expert in analyzing and challenging business needs, clarify expectations, and successfully communicate and sell Graitec/Autodesk products and solutions.
• 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.
• Support the Customer Success teams to ensure ongoing Subscriptions are renewed in portfolio accounts.
• Secure data accuracy and data quality to ensure information system are kept updated and allow for traceability.
• Empower the company with regular reports and forecasts.

Key Success Indicators

• Annual revenue and margin growth
• Attach and cross-sell rates of Graitec IP
• Professional Services revenue contribution
• Renewal performance (seats, billing, or margin)
• Customer satisfaction (NPS or CSAT)
• CRM data accuracy and usage

Required experience

• 5 to 7 years of successful B2B software, SaaS, or solutions sales experience.
• Demonstrated ability to win new business and grow existing accounts.
• Strong consultative sales skills; comfortable working with technical teams and executive stakeholders.
• Proven ability to manage multiple solutions in fast-paced, evolving environments.

Required skills, abilities & qualifications

• Familiarity with Autodesk and SaaS-based AEC or MFG solutions
• Experience with BIM or digital design/construction tools
• Industry qualifications in construction, engineering, or product design
• Ambitious, driven, and results-focused
• Resilient and proactive in fast-moving situations
• Commercially astute with a strategic mindset
• Team-oriented, collaborative, and accountable
• Fluent in Italian and English
• Open to travel

• To apply – Please send you application & CV on Graitec Careers

• HR Screening (Get to know discussion)

• Peer or stakeholder interview / presentation

• Final interview with the Business Unit Leader

Employment type

• Full-time

Seniority level

• Mid-Senior level

Job function

• Sales, Consulting, and Business Development
• Industries
• Software Development, IT Services and IT Consulting, and Construction

We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI.