The Account Manager is a highly driven and technically savvy sales person with a successful track record of selling software solutions in vertical markets such as Architecture, Engineering and Construction (AEC) or Product Design and Manufacturing (MFG). This role has responsibility for growing new revenue and margin from their territory or portfolio of accounts.
The Account Manager role is responsible for the nurturing, and business development of established AEC/MFG customer accounts as well as to win new customers.
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;
- Proactively identify, locate, and qualify new business opportunities within existing accounts as well as leverage our Customer Acquisition teams to maximize new business opportunities from new logos. Support and drive lead generation or marketing activities such as at tradeshows;
- 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 Performance Indicators:
- Meet and exceed the defined new business margin targets (monthly, quarterly, annual);
- Attach and cross-sell rates of Graitec IP products;
- Business mix:
- New logos signed and their #seats, revenues, margin;
- Additional licenses sold to existing customers;
- Renewal rate (as #seats or billings or group margin);
- Customer referrals/testimonials/case studies;
- Customer satisfaction (Net Promoter Score);
- Data accuracy and quality (e.g., transparency on activity);
Required experience:
What you must have done already:
- 4+ years of experience selling complex software, SaaS, and services solutions to B2B customers in the CAD, AEC, MFG, telecom or IT markets;
- Experienced in developing new business opportunities with existing accounts, identifying and selling to customer needs utilising a consultative sales approach;
- Demonstrated ability to support multiple product lines in a growing, fast-paced environment;
What is nice to have done already:
- Working knowledge and experience of the Architecture, Engineering and Construction {or Manufacturing} markets;
- Experience of selling Autodesk SaaS Solutions;
- Knowledge of BIM;
- Recognized construction, engineering, or equivalent qualification.
Required skills, abilities & qualifications:
- Ambitious, driven, and competitive mind-set;
- Evidence of continually exceeding Sales targets;
- Adaptability, in a fast-moving environment;
- Autonomous and self-starter, Strategic thinker;
- A collaborator – with experience of working with supporting teams like pre-sales and professional services;
- Ability to remain calm, intentional and focused as well as highly professional;
- Customer-oriented, ability to influence at all levels with an entrepreneurial attitude;
- Fluent in Russia and English;
- Willingness to travel.
Send your CV to lgracheva@pss.spb.ru
