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Overview

The Simulate Solution Sales Specialist (SSS) is a revenueowning commercial and technical role responsible for restarting, stabilising, 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 handson, engineeringdriven, and marketfacing, combining deep structural engineering expertise with commercial rigour - including stakeholder mapping, value engineering, and ROIled proposals. You will help customers justify investment, navigate procurement, and realise measurable outcomes (productivity, risk reduction, compliance, and standardisation) 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 

• Valuebased presentations and demonstrations 

• Own the endtoend sales cycle (qualification discovery solution fit business case proposal negotiation close), including deal strategy, close plans, and stakeholder alignment.

• Prioritise prospects in line with the Teritorry business plan, focusing on segments with the highest propensity to adopt (e.g., building structures teams, BIMintegrated workflows, standardisation programmes).

• Collaborate with Graitec Account Managers to expand within the existing customer base (crosssell, upsell, and renewal influence), increasing services attach and longterm 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 engineeringlevel discussions on:  

• Structural analysis workflows 

• Eurocode compliance (incl. UK NA and transitional contexts) 

• BIMintegrated 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 customerspecific value hypotheses.

• Deliver highquality 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.

Customer Engagement & Adoption

• Conduct indepth 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 

• Support proofofvalue engagements 

• Maintain high customer satisfaction 

• Manage expectations around scope, migration feasibility, and adoption timelines 

• Create and track customer success criteria for proofofvalue engagements (use cases, acceptance metrics, timeline), and identify expansion/standardisation opportunities from adoption signals 

GotoMarket & CrossFunctional Collaboration

• Work closely with:  

• SDR (lead qualification & targeting) 

• SIMULATE Marketing (campaigns, webinars, messaging) 

• Product Management (field feedback, roadmap inputs) 

• Actively contribute to:  

• Frenchspecific messaging and positioning 

• Customer references and success stories 

• Events, webinars, and joint Autodeskecosystem initiatives 

• Provide market and competitor insight (win/loss, pricing pressure, feature gaps) to inform Spanish GTM decisions and prioritisation.

Commercial Responsibilities 

• Own teritorry 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, standardisation, 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 qualification 

• Contribution to Spanish SIMULATE brand presence 

Responsibilities

Education & Domain Expertise (Mandatory) 

• Degree in Civil or Structural Engineering (BEng / MEng / MSc or equivalent) 

• Solid understanding of:  

• Structural analysis and design workflows 

• Eurocodes 

• Building structures  

Professional Experience 

• 5+ years in one or more of the following:  

• Structural engineering practice 

• Technical sales / presales of engineering software 

• Solution consulting in AEC software 

• Strong familiarity with structural analysis tools such as:  

• Advance Design, Robot Structural Analysis, ETABS, SAP2000, STAAD, Tekla SD, Oasys GSA, SCIA, etc. 

• Proven ability to engage engineers credibly, not just transact licenses 

Core Skills & Capabilities 

Sales, Commercial Acumen & Business Planning 

• Consultative, valuebased selling with outcome and ROI framing 

• Opportunity qualification, stakeholder mapping, and pipeline ownership 

• Business case development (value hypothesis, assumptions, payback narrative) and proofofvalue planning 

• Deal structuring, negotiation, and procurement readiness (commercial terms, multiyear where appropriate) 

• Forecasting and performance management: win rate, cycle time, conversion, and average deal value 

Technical & Digital Skills 

• BIMaware mindset (Revit workflows strongly valued) 

• Ability to explain FEM concepts, assumptions, and limitations clearly 

• Comfortable with SaaS / subscription models 

• Strong demo and storytelling capability 

Customer & Communication Skills 

• Confident presenter to technical audiences 

• Ability to challenge customers constructively 

• Clear, structured, and persuasive communication 

• Professional credibility with senior engineers and technical directors 

Mindset & Behaviour 

• Entrepreneurial, selfdriven, and accountable 

• Comfortable operating in a restart / build phase 

• Structured, pragmatic, and resultsoriented 

• Willing to learn, adapt, and iterate quickly 

Employment Type: FULL_TIME