Territory Account Manager

About Graitec Group

Graitec is a global leader in Building Information Modeling (BIM) solutions, designing and developing software that helps architects, engineers, and manufacturers design smarter and better. With over 30 years of innovation and an entrepreneurial spirit, we’ve tripled our revenue in just five years.

Our North Star is clear — accelerate the digital transformation of the AECO industry and model the future. We achieve this by growing our recurring revenue through innovative software and services that drive adoption, integration, and lasting value for our customers.

Our 800 experts across 30+ offices in 12 countries support more than 270,000 users worldwide. As a global Autodesk Platinum Partner, we combine world‑class partnerships with our own cutting‑edge software and services to drive performance and sustainability across the industry.

At Graitec, we move fast and think big. We collaborate across teams and borders, embrace diversity, and challenge ourselves to innovate every day. We believe in doing the right thing, breaking down silos, and making an impact together.

How we work: Growth, Agility, Innovation, Responsibility

How we behave: Ambition, Engagement, One Graitec, Positive Energy

Learn more about the Graitec Group: graitec-group.com/graitec-a-global-player

Overview

We are seeking a high‑impact, quota‑carrying Territory Account Manager to drive revenue growth for Autodesk Construction solutions and Graitec proprietary software across a defined portfolio of strategic AEC accounts. This role focuses on new business acquisition , portfolio development , and driving adoption of both Autodesk and Graitec technologies and services.

You will collaborate closely with Solution Sales, Customer Success, SDR teams, and Technical Specialists. The ideal candidate is a self‑starter with a proven software sales track record, strong consultative skills, and an ability to build trusted relationships from operational teams up to the C‑suite.

Key Responsibilities

Sales Execution & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets for Autodesk Construction and Graitec Solutions across new and existing accounts.
• Manage the full sales cycle from prospecting to negotiation and closing.
• Develop and execute account and territory plans, aligned with Account Managers and Sales Leadership.
• Drive new logo acquisition while managing a portfolio of 150 accounts.
• Proactively identify opportunities for Graitec IP solutions and professional services, leveraging Solution Sales teams to maximize attachment and cross‑sell.
• Support Customer Success teams to ensure subscription renewals and long‑term account health.

Customer Engagement & Value Selling

• Act as a trusted advisor by understanding customer workflows, business needs, and decision processes.
• Deliver tailored presentations, product demonstrations, business reviews, and value propositions.
• Conduct in‑depth discovery and position best‑fit solutions with clear ROI.
• Build strong, multi‑level relationships within strategic AEC organizations.

Internal Collaboration

• Work closely with SDR teams to develop targeted outreach strategies.
• Partner with pre‑sales, post‑sales, and marketing teams, content creation (e.g., customer testimonials).
• Engage in cross‑functional teamwork with Customer Success, Solution Sales, and Technical experts.

Reporting & Data Management

• Maintain accurate CRM documentation, notes, and forecasting to ensure full traceability.
• Provide structured and pipeline updates to management.

Sales3>

• Prospecting / Value Presentations / Direct Sales: ~85%
• Account & Strategic Account Management: ~10%
• Reporting & Documentation: ~>

Core Competencies

\> Sector & Solution Expertise: Strong knowledge of the AEC/Construction sector, Autodesk/BIM solutions, and CDE workflows.
• Opportunity Creation: Proactive prospecting and lead development skills.
• Advanced Discovery & Value Selling: Ability to articulate compelling, ROI‑driven value stories.
• Strategic Relationship Building: Comfortable influencing stakeholders at all organizational levels.
• Commercial Excellence: Strong forecasting, account planning, and deal management.
• Resilience & High Performance: Independent, motivated, and effective in dynamic environments.

Technical Skills

• Strong knowledge of Autodesk or other BIM software platforms; understanding of CDE environments.
• Proficiency in Microsoft Office (Word, Excel, Outlook, Teams).
• Strong user of LinkedIn / Sales Navigator.
• Microsoft Dynamics CRM experience is a plus.

Key Success Indicators

• Annual revenue and margin growth
• Attach & cross‑sell rates of Graitec IP
• Professional Services contribution
• Subscription renewal performance
• Customer satisfaction (NPS/CSAT)
• CRM data accuracy and compliance

Responsibilities

Experience Requirements

• Strong written and verbal communication skills in German and English.

• 5–7 years of successful B2B software, SaaS, or solutions sales experience, ideally in Cloud, BIM, or IT solutions.
• Proven ability to win new business and grow existing accounts.
• Experience working within virtual teams and international environments.

Qualifications

Ownership & Drive

• Self‑starter who takes initiative, anticipates needs, and acts without needing direction.
• Results‑driven with a strong sense of accountability for achieving and exceeding targets.
• Entrepreneurial mindset — identifies opportunities and drives them to execution.

Proactivity & Resourcefulness

• Proactive prospector who enjoys building pipeline through disciplined outreach.
• Creative problem‑solver who can adapt messaging and solution positioning.
• Resilient under pressure and persistent in competitive or complex deal cycles.

Relationship Building & Influence

• Confident communicator able to influence senior stakeholders and diverse teams.
• Collaborative team player who naturally works across functions to drive outcomes.
• Customer‑centric with a strong ability to listen, understand, and translate customer needs.

Professional Excellence

• Organized and rigorous with planning, forecasting, and pipeline management.
• High learning agility — stays up to date on industry trends, BIM/CDE workflows, and evolving customer challenges.
• Strong work ethic — prepared to invest time and energy where it moves the needle.

Interview Process

• Introduction & get to know discussion with Talent Acquisition Partner
• Interview with Hiring Manager
• Interview with HR Director
• Final interview Business leader