Account Manager
FR-Paris
Careers (External)
Req #: 1657
Type: Regular full-time
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Overview: 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 and to grow GRAITEC customer value proposition to our customers. 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, in France. With a primary focus on customer outcomes, our Account Managers are dedicated to understanding and aligning the full GRAITEC value proposition inclusive of GRAITEC Software & Services to the unique goals and challenges of our customers. The Account Manager is a trusted advisor and solution provider to our customers. The AM owns the customer relationship and as such should collaborates with every other sales roles to ensure GRAITEC brings the right expertise at the right time to accelerate GRAITEC customers businesses. Key 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 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. * 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. * 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. * 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 Success 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) Responsibilities: * 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 utilizing a consultative sales approach. * Demonstrated solution sales amongst complex product offerings Qualifications: * Ambitious, driven and competitive mind-set. * Evidence of continually exceeding Sales targets * Adaptability and resilience * Autonomous and self-starter, Strategic thinker * A collaborator - with experience of working with supporting teams like pre-sales and professional services. * Robust and well-developed negotiation skills * Intentional and focused as well as highly professional. * Customer-oriented, ability to influence at all levels with an entrepreneurial attitude * Fluent in French and English (both written and spoken required) * Willingness to travel
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