Territory Account Manage

This is a high-impact, quota-carrying role responsible for driving revenue and margin growth across a defined

portfolio of strategic accounts, while also acquiring new business within your territory. You’ll focus on identifying

opportunities for Graitec’s proprietary IP solutions and professional services, with the support of our dedicated

Solution Sales and Customer Success teams.

You’ll work with a limited number of high-potential accounts to build deep, lasting relationships and operate as a

trusted advisor at every level, from operational teams to the C-suite.

Territory account managers oversee all sales-related activities within an account base within a stipulated

industry. They devise sales strategies, establish rapport with existing and target clients, and coordinate the

training of sales staff and channel partners within their territory.

Portfolio of 300 – 400 accounts focus on hunting for new logo and prospecting. Collaborating strongly with leads

from the SDR and BDR team.

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 through 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.

· Act as a customer expert in analyzing and challenging business needs, clarify expectations, and successfully

communicate and sell Graitec/Autodesk products and solutions.

· 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.

· 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.

Core Competencies · Sector & Solution Expertise – Advise clients confidently based on strong industry and product knowledge. · Opportunity Creation & Growth – Proactively uncover, develop, and expand revenue opportunities. · Advanced Discovery & Value Selling – Engage deeply to understand client needs and articulate a tailored, compelling value story. · Strategic Relationship Building – Influence across complex buying groups and engage senior stakeholders effectively. · Commercial Execution – Bring rigour to forecasting, account planning, and deal management. · Excellence & Resilience – Lead with a high-performance mindset, adaptability, and a commitment to results.

Key Success Indicators

· Annual revenue and margin growth

· Attach and cross-sell rates of Graitec IP

· Professional Services revenue contribution

· Renewal performance (seats, billing, or margin)

· Customer satisfaction (NPS or CSAT)

· CRM data accuracy and usage

Responsibilities

Required experience

· 5 to 7 years of successful B2B software, SaaS, or

solutions sales experience

· Demonstrated ability to win new business and

grow existing accounts

· Strong consultative sales skills; comfortable

working with technical teams and executive

stakeholders

· Proven ability to manage multiple solutions in fast-

paced, evolving environments.

Qualifications

Required skills, abilities & qualifications

Familiarity with Autodesk and SaaS-based AEC or MFG solutions

Experience with BIM or digital design/construction tools

Industry qualifications in construction, engineering, or product design

Ambitious, driven, and results-focused

Resilient and proactive in fast-moving situations

Commercially astute with a strategic mindset

Team-oriented, collaborative, and accountable

Fluent in Italian and English

Open to travel

Regular Full-Time