Overview
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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

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- Sales Execution, Territory Plan & Pipeline Development

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- Drive new business acquisition for Advance Design through a clear territory plan (ICP/segmentation, target account list, and activity cadence), supported by:

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- 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

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- Act as a trusted advisor to structural and civil engineers.

- Lead engineering‑level discussions on:

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- 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

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- Conduct in‑depth discovery to understand:

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- Current analysis tools and workflows.

- Migration constraints and risks.

- Organizational readiness for change.

- Work closely with SIMULATE Services & EMEA Technical Teams to:

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- 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

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- Work closely with:

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- SDR (lead qualification & targeting).

- SIMULATE Marketing (campaigns, webinars, messaging).

- Product Management (field feedback, roadmap inputs).

- Actively contribute to:

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- 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

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- 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

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- 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

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- Education & Domain Expertise (Mandatory)

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- Degree in Civil or Structural Engineering (BEng / MEng / MSc or equivalent).

- Solid understanding of:

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- Structural analysis and design workflows.

- Eurocodes.

- Building structures.

- Professional Experience

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- 5+ years in one or more of the following:

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- Structural engineering practice.

- Technical sales / presales of engineering software.





- Solution consulting in AEC software.

- Strong familiarity with structural analysis tools such as:

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- 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

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- 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

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- 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

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- 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

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- 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

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- 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. xhfqzwm We are committed to equal opportunity and pay transparency.

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