Overview 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.

Responsibilities 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 territory 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, 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 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 general SIMULATE Solution Sales community.

Qualifications 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. Core Skills & Capabilities 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.

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.

Salary & Benefits On Target Earning pay range for this role: 60,000 – 80,000 euros per annum. Variable pay mix 60% fixed + 40% variable. The target variable pay is equal to the fixed component. EEO & Inclusion Statement Graitec welcomes applications from all backgrounds and assesses candidates solely on their skills. We are committed to equal opportunity and pay transparency.

📌 Sales Representative - Spanish Speaker (Madrid)
🏢 JobFlurry
📍 Madrid