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.

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.

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. 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/standardization 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 prioritization.

Commercial Responsibilities

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 integral 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, 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 Required experience: Education & Domain Expertise (Mandatory)

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 Recruitment process: 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.

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 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…

📌 Solution Sales Specialist - Simulation (Madrid)
🏢 GRAITEC GROUP
📍 Madrid