Solution Sales Specialist

The Simulate Solution Sales Specialist (SSS) is a revenue‐owning commercial and technical role responsible for restarting, stabilizing, 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.
This role is hands‐on, engineering‐driven, and market‐facing, combining deep structural engineering expertise with commercial rigor - including stakeholder mapping, value engineering, and ROI‐led proposals. You will help customers justify investment, navigate procurement, and realize measurable outcomes (productivity, risk reduction, compliance, and standardization) through solution adoption.
Sales Execution, Territory Plan & Pipeline Development

Drive new business acquisition for Advance Design through a clear territory plan (ICP/segmentation, target account list, and activity cadence), supported by:
Targeted prospecting (with SDR support)
Structured discovery
Value‐based presentations and demonstrations
Prioritize 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, standardization programs).
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

Act as a trusted advisor to structural and civil engineers
Lead engineering‐level discussions on:
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 (time saved, reduced rework, improved compliance assurance, risk reduction), 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.
Conduct in‐depth discovery to understand:
Current analysis tools and workflows
Migration constraints and risks
Organizational readiness for change
Work closely with SIMULATE Services & EMEA Technical Teams to:
Ensure successful onboarding
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/standardization opportunities from adoption signals
Work closely with:
SIMULATE Marketing (campaigns, webinars, messaging)
Product Management (field feedback, roadmap inputs)
Actively contribute to:
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 prioritization.

Commercial Responsibilities

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
Maintain accurate and structured CRM data (Dynamics CRM)
Provide reliable forecasts and pipeline reporting
Apply a disciplined, repeatable sales methodology
Contribute to the global SIMULATE Solution Sales community

Key Success Indicators

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, standardization, 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 qu