Territory Account Manager (Design and Manufacturing)

at  GRAITEC

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 years old startup, having doubled our revenue in the last 3 years again thanks to both organic and inorganic growth and targeting 500m€ in revenue.
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 700 outstanding talents with a strong management team to execute our mission.
A true international group: Graitec serves more than 200 000 customers worldwide with +50 offices in 13 different 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 worldwide scale with an equal split of the business between Europe and North America, enabling Autodesk solutions thanks to our own GRAITEC Software’s
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.
About the Team Hiring:
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.
Overview:
As a Territory Account Manager for Czech Republic, you will be responsible for driving new business with a focus on converting qualified leads into customers, expanding business in a portfolio of existing accounts and driving overall ACV growth in a designated territory. In this role, as well as driving your own demand generation activities you will receive well-qualified opportunities from our SDR/BDR team and will be responsible for managing the sales cycle, closing deals, and executing strategies to expand accounts and achieve growth targets.
The ideal candidate will be passionate about identifying new sales opportunities, cultivating relationships with key decision-makers, and closing deals to grow our customer base and increase revenue. You will focus on prospecting, developing pipeline, negotiating contracts, and strategically expanding both new and existing client relationships.

Qualifications:

• Ability to identify and assess customer needs and deliver tailored solutions that support customer’s business outcomes.
• Strong negotiation and closing skills with a deep understanding of the sales process and customer buying behaviors.
• Entrepreneurial mindset, Self-motivated and results-driven, with the ability to meet or exceed sales targets.
• Strong problem-solving skills and ability to navigate complex sales scenarios.
• Strong problem-solving abilities with a solution-oriented, consultative approach to sales.
• Ability to thrive under pressure, meet deadlines, and handle multiple priorities.
• Collaborative team player who thrives in a cross-functional environment

• Closing New Business (New Logos)
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• Identify and target new business opportunities within the assigned territory by prospecting, networking, and engaging with key decision-makers.

• Take over qualified leads and opportunities from the SDR/BDR team, engaging with prospects to understand their needs and successfully convert them into customers.
• Use a consultative sales approach to understand the business goals of prospects and position our solutions as the best fit.
• Lead presentations, and negotiations, delivering compelling value propositions to decision-makers.
• Own the end-to-end sales cycle from opportunity acceptance to contract signing, ensuring a smooth and positive experience for all prospects.
• Account Expansion & Upselling
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• Identify opportunities to expand existing accounts by understanding “white space” and introducing additional 1st and 3rd party products and Professional Services.

• Work closely with Customer Success and other internal teams to ensure seamless onboarding and delivery of services, fostering long-term relationships and customer satisfaction.
• Develop and execute account growth plans for existing customers, targeting areas for expansion through upselling and cross-selling opportunities.
• Establish yourself as the trusted advisor to customers, positioning our solutions for ongoing success and maximizing ACV growth over time.
• Perform regular business reviews with existing customers to ensure satisfaction, uncover new needs, and propose new offerings or enhancements.
• Drive customer engagement through regular check-ins, addressing any potential issues or barriers to success.
• Sales Cycle Management & Forecasting
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• Manage the full sales cycle, including qualifying, nurturing, and closing opportunities, while maintaining accurate sales forecasts and pipeline metrics.

• Leverage CRM tools (e.g., Dynamics) to track progress, update account records, and forecast revenue based on pipeline activity.
• Collaborate with sales leadership to ensure territory goals are met, and report on progress against sales targets and ACV growth objectives.
• Collaboration with SDR/BDR Team
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• Partner with the SDR/BDR team to ensure smooth transitions from lead generation to opportunity management, providing feedback and insights on lead quality and sales tactics.

• Share best practices with the SDR/BDR team to optimize lead handoff processes and enhance sales outcomes.
• Provide guidance and support for SDRs/BDRs when needed to help them identify key pain points and opportunities for higher-value leads.
• Customer Retention & Risk Management
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• Proactively identify risks to account retention and work with Customer Success and other teams to develop strategies to mitigate potential churn.

• Support contract renewals by demonstrating continued value and identifying new opportunities for upsell or expansion.
• Market Intelligence & Reporting
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• Stay informed about market trends, customer needs, and competitor activity within your territory to identify new opportunities and adjust sales strategies accordingly.

• Regularly report on sales progress, pipeline development, and ACV growth to leadership, ensuring alignment with company goals.

Responsibilities:

• 3-5 years of experience in B2B sales, with a proven track record of managing a sales pipeline, closing deals, and growing accounts.
• Experience working in a SaaS, technology, or similar fast-paced industry.
• Proven ability to identify and qualify new sales opportunities, to convert qualified leads into paying customers and drive ACV growth through upselling and cross-selling.
• Experience working closely with an SDR/BDR team or handling inbound leads generated through marketing efforts.

Qualifications:

• Ability to identify and assess customer needs and deliver tailored solutions that support customer’s business outcomes.
• Strong negotiation and closing skills with a deep understanding of the sales process and customer buying behaviors.
• Entrepreneurial mindset, Self-motivated and results-driven, with the ability to meet or exceed sales targets.
• Strong problem-solving skills and ability to navigate complex sales scenarios.
• Strong problem-solving abilities with a solution-oriented, consultative approach to sales.
• Ability to thrive under pressure, meet deadlines, and handle multiple priorities.
• Collaborative team player who thrives in a cross-functional environment.

Interview Process:

• To apply – Please send you application via our career platform
• Introduction & get to know discussion with John, Talent Acquisition Partner
• Interview with the hiring manager
• Interview with a peer of the manager or key stakeholder to the role
• Interview with Business Unit leader