About Graitec Group:
GRAITEC Group Company is a global software editor leading Building Information Modeling (BIM) solutions and helping its architectural, engineering, construction, and manufacturing customers to digitize and industrialize their processes to improve performance and build a sustainable tomorrow.
Ambitious and fast-growing environment: We see ourselves as a 30-year-old startup, having doubled our revenue in the last 3 years thanks to both organic and inorganic growth.
We strongly believe that this growth will continue since the market is only at the beginning of its digitization.
Experts & Talents with strong culture: Our team is made of more than 800 outstanding talents with a strong management team to execute our mission.
A true international group: Graitec serves more than 200,000 customers worldwide with over 30 offices in 13 countries, enabling us to meet our customer needs around the globe.
A market leader: We are one of the largest AUTODESK Platinum Partners and the only one operating at a worldwide scale with an equal split of business between Europe and North America, enabling Autodesk solutions thanks to our own GRAITEC Software.
Strong products serving the construction & manufacturing industries: Through Autodesk products Add-ons like PowerPack to more complex solutions to enable simulation, fabrication & management of our customers projects, GRAITEC is proud of its 150+ developers innovating each day to accelerate our customers performance.
We are driven to hire the best people, with diverse experiences, and provide them with the resources that empower them to achieve their full potential. This ultimately enables our organization to provide the very best customer experience and solutions that help our customers navigate and implement technologies and services that prepare them for sustainable growth.
About the Team Hiring:
With around 100 employees in 6 offices, Graitec's UK business is our single largest European Business Unit in terms of revenues. Built over 3 decades through multiple acquisitions (Adris, MicroCad, Cadpoint and Strucsoft) our UK business goes from strength to strength as Autodesk's 2nd largest UK Platinum Reseller
Overview:
Role purpose/Objective
The Solutions Architect is a commercially driven and technical expert professional with a successful track record of both Technical Consulting as well as Pre-Sales in vertical markets such as Architecture, Engineering and Construction (AEC) or Product Design and Manufacturing (MFG). This role has responsibility for supporting Account Managers and other Sales professionals to grow new revenue and margin from their territory or portfolio of accounts, as well as to deliver paid consulting engagements around BIM and Cloud and other related process and technology implementation. It is expected that the Solution Architect builds a position of trusted advisor based on his expertise and on the delivery of those engagement.
Working with the sales team to help grow opportunities around product and services, in a consultative selling approach. This includes presales meetings both internally and with customers, focusing on their needs and imagining, building and proposing solutions. The solutions will include any of the following in a project format: products, training, process and workflow transformation, integration.
It is also expected that Her/his industry knowledge will contribute to the positioning of Graitec Services in the marketing through contributions to thought leadership, events and any other communication media that allows her/him to communicate on his field.
Key Responsibilities
Pre-sales
* Drive discovery meetings, workflow reviews, business process reviews and other workshops with customers to unearth business opportunities for Graitec.
* Contribute to different sales teams to ensure achievement of the team's sales growth targets on new business (both from new and existing customers)
* Building proposals for software, services, and projects. Partnering Sales team members by advising customers on issues relating to the choice and use of appropriate software, including specification of appropriate system platforms, integrations and connected software.
* Providing assistance to sales staff during the pre-sales stage of sales negotiations.
Consulting
* Managing the delivery of projects from initial pre-sales handover to project closeout
* Creating detailed scoping documents to outline all aspects of projects including timelines, time scales and roles/responsibilities.
* Creating all additional relevant documentation for delivering a successful project in line with Graitec standards
* Assessing any potential risks to Graitec and ensuring that they are minimised.
* Working with the customer to agree key milestones and ensuring they are met.
* Working with the technical delivery teams (including integration, and other teams from other internal organisations) to ensure that the project is delivered on-time and on budget.
* Ensuring that the customer is kept up to date with the progress of the project.
* Leverage the relationship to identify other follow-on opportunities
General Company Duties Including:
* Assisting the Customer Acquisition and Marketing teams with business development matters
* Working with the R&D team – regular feedback on Graitec products
* 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.
We are looking for talents that will enjoy, live and accelerate our culture and values
At Graitec, we work together locally & globally with an Entrepreneurial mindset.
As entrepreneurs, we are focused on achieving our vision and do not easily get distracted along the way. We believe in our products and services and that we are on a path to solve a real problem for our target customers & the overall industry. We are thoughtful on our investments and lead ethically to maximize the company opportunity. To better understand them, we want to represent the diversity of our customers around the globe & we are breaking our own siloes to better serve them.
To make this culture a reality, we rally our teams around shared cultural attributes we expect the full team to role model in order to realize our mission :
* The way we work : Growth, Agility, Innovation and Responsibility
* The way we behave: Ambition, Engagement, One Graitec, Positive Energy
Key Performance Indicators
* Support the team to ensure new business ACV margin targets are met/exceeded (monthly, quarterly, annual)
* customer referrals/testimonials/case studies validated by Marketing according to corporate guidelines
* Customer satisfaction (Net Promoter Score)
* Data accuracy and quality (e.g., transparency on activity)
Responsibilities:
What you must have done already:
* Extensive experience in BIM, Autodesk AEC/ACS or MFG products.
* A good understanding of the construction or manufacturing industry
* 4+ years of experience of presales of complex software, SaaS, and services solutions to B2B customers in the CAD, AEC or MFG markets.
* Experienced in driving workshops or discovery meetings to support the identification of new business opportunities with existing accounts.
* Demonstrated ability to support multiple stakeholders in a growing, fast-paced environment
What is nice to have done already:
* Working knowledge and experience of the Architecture, Engineering and Construction markets
* Experience of selling/supporting Autodesk SaaS Solutions
* A recognized project management qualification
* Recognized construction, engineering, or equivalent qualification.
Qualifications:
* Technically-expert with a commercial mind-set.
* Adaptability and flexibility in a fast-moving environment.
* Autonomous and self-starter, Strategic thinker
* A collaborator – with experience of working with supporting stakeholders from Sales or 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
* Willingness to travel.
* Professionalism, personal integrity, and reliability
* A positive 'hands-on' work ethic
* Initiative and enthusiasm guided by mature sense of judgement
* An adaptable and flexible team player
Interview Process:
We are looking for talents that will enjoy, live and accelerate our culture and values
At Graitec, We work together locally & globally with an Entrepreneurial mindset. As entrepreneurs, we are focused on achieving our
vision and do not easily get distracted along the way. We believe in our products and services and that we are on a path to solve a
real problem for our target customers & the overall industry. We are thoughtful on our investments and lead ethically to maximize the
company opportunity. To better understand them, we want to represent the diversity of our customers around the globe & we are
breaking our own siloes to better serve them.
To make this culture a reality, we rally our teams around our cultural attributes: Agility, Growth, Trust, Inclusion and our values:
Engagement, Collaboration, Innovation, Passion
At Graitec, we're proud to be committed to diversity and inclusion in the workplace.
We value our employees for the individuals they are and the contributions they can bring to our teams by bringing their authentic self
at work. This resonates with the large variety of customers & markets we operate in and is part of our success story. As such, we
welcome applications from all backgrounds and will not make any assessment into the application process other than candidates' skills
and capabilities to succeed in role.
Interview Process:
* Screening/Get to know discussion
* Hiring Manager
* Peer of hiring manager or key stakeholder to the role from another organization
* Business Unit leader / Office interview