RS
Key Account Manager
full-time•Madrid
About this role
Impulsados por tecnologías y tendencias digitales transformadoras, somos RIB y nos hemos propuesto propulsar el sector y hacer que la ingeniería y la construcción sean más eficientes y sostenibles. Basándonos en una amplia experiencia en el sector y en las mejores prácticas, y con nuestro personal en el centro de todo lo que hacemos, ofrecemos soluciones integrales líderes en el mundo que permiten a nuestro sector construir mejor.
Con un firme compromiso con la innovación y la mirada puesta en el futuro, RIB cuenta con más de 2.500 personas con talento que llevan nuestro software a más de 100 países. Somos profesionales experimentados de diferentes culturas y orígenes, y colaboramos estrechamente para proporcionar productos de software transformadores, pensamiento innovador y servicios profesionales a nuestro mercado global. La solidez de nuestros equipos en todo el mundo nos permite realizar inversiones y mejoras en productos sostenibles, para mantener a nuestros clientes en la vanguardia de la tecnología de ingeniería, infraestructuras y construcción.
Sabemos que nuestro éxito radica en nuestro personal. Únase a nosotros para formar parte de una fuerza global que utiliza la innovación para mejorar la forma en la que el mundo construye.
Más información en RIB Careers.
Job Title: Key Account Manager
Location: Madrid
Employment Type: full-time
The job
Senior sales professional responsible for developing named accounts, identifying customer requirements, delivering sales targets, and strengthening customer relationships. As part of the sales team and considering the indirect sales model, this position will work in collaboration with the partner's sales team and resellers
Key responsibilities
- Responsible for developing a list of target accounts, identifying customer requirements, achieving sales targets, and cultivating customer relationships
- Lead the complete sales cycle with strategic clients (builders, engineering firms, developers, EPC, installers, large contractors, and owners), driving the adoption of RIB-Presto and other RIB solutions, and generating sustainable growth through long-term relationships.
- Develop sales and marketing strategies for promoting construction business solutions (integrated life-cycle management software).
- Build your own leads through C-level exposure on the client's side, do awesome presentation and workshops, and interface with experts and board members inside the group.
- Build and maintain excellent customer relationships within executive/C- level.
- Understand customer needs and requirements and identify sales opportunities.
- Research accounts, identify key players, and generate interest through various channels.
- Perform effective presentations/demonstrations to key decision makers.
- Understand and communicate the value proposition of RIB solutions.
- Prepare Account Plans and multi-year strategies.
- Support resellers' sales in the target accounts, maximizing cross-selling and upselling opportunities
Essential requirements
- Bachelor's degree or higher in architecture, civil engineering, quantity surveyors, computer science, construction, or finance-related.
- 5–10 years in B2B software sales.
- Knowledge of the AEC Industry.
- Experience selling software or IT solutions in the AEC or EPC industry will be an advantage.
- Strong communication and negotiation skills.
- Good business acumen and a clear understanding of the Selling Cycle and Strategic Selling process at Senior Levels.
- Proven track record of achievement on major projects.
- Track record of meeting or exceeding sales targets.
- Being a Team Player with a Can-Do attitude and demonstrated ability to work in a team environment.
- Fluent in English, verbal and written
Desired skills
- Consultative Selling (MEDDIC, Challenger, SPIN, Value Selling).
- Enterprise account management and long-term negotiation.
- Ability to influence technical and business stakeholders.
- Typical construction processes: planning, production, certifications, progress control, measurements, quality, ORP. Familiarity with BIM, CDE, ERP, construction, document management, cost control, project controls, IoT on-site, digital twin, etc. Know standards (ISO 19650) and regulatory frameworks.
- Drive for results
- Executive communication and storytelling.
- Resilience and complex sales management with long cycles.
- Diagnostic and critical thinking skills.
- Teamwork and open to change and learning
RIB podrá exigir a todos los candidatos seleccionados que superen un control de experiencia y antecedentes antes de empezar a trabajar. La verificación de precedentes se llevará a cabo de acuerdo con las leyes locales y puede, sujeto a dichas leyes, incluir prueba de nivel educativo, verificación de historial de empleo, prueba de autorización de trabajo, antecedentes penales, verificación de identidad, verificación de crédito. Ciertos puestos que tratan con datos personales sensibles y/o de terceros pueden implicar la comprobación de criterios adicionales.
RIB es una empresa que ofrece igualdad de oportunidades. Somos y estamos comprometidos a ser un empleador ejemplar con una cultura inclusiva, desarrollando un entorno de trabajo en el que todos nuestros empleados son tratados con dignidad y respeto. Valoramos la diversidad y la experiencia que personas de diferentes orígenes aportan a nuestro negocio.
Únase a RIB para crear la tecnología transformadora que permita a nuestros clientes construir un mundo mejor.
What you'll do
- The Key Account Manager is responsible for developing named accounts, identifying customer requirements, and achieving sales targets. This role involves leading the complete sales cycle with strategic clients and driving the adoption of RIB solutions.
About RIB Software
Driven by disruptive digital technologies and trends, here at RIB we’ve made it our primary purpose to propel the industry forward and make engineering and construction more efficient and sustainable.
Managing the entire building lifecycle from planning to construction, the development of our powerful portfolio of software solutions is driven by industry expertise, best practice and a passion to remain at the cutting edge of technology. Ultimately, connecting people, processes and data in innovative ways to ensure customers always complete projects within budget, on time and to quality, while reducing their carbon footprint.
RIB Software GmbH is a proud member of Schneider Electric.
Ready to join RIB Software?
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Frequently Asked Questions
What does a Key Account Manager do at RIB Software?
As a Key Account Manager at RIB Software, you will: the Key Account Manager is responsible for developing named accounts, identifying customer requirements, and achieving sales targets. This role involves leading the complete sales cycle with strategic clients and driving the adoption of RIB solutions..
Is the Key Account Manager position at RIB Software remote?
The Key Account Manager position at RIB Software is based in Madrid, Community of Madrid, Spain. Contact the company through Clera for specific work arrangement details.
How do I apply for the Key Account Manager position at RIB Software?
You can apply for the Key Account Manager position at RIB Softwaredirectly through Clera. Click the "Apply Now" button above to start your application. Clera's AI-powered platform will help match your profile with this opportunity and guide you through the application process.