Nemetschek India is looking for a high-calibre Senior Account Sales Manager to drive strategic enterprise sales across the Mumbai region, with a sharp focus on positioning the Nemetschek portfolio with CXO and business decision-makers in the top 50 AEC accounts.
The role is designed for a consultative enterprise seller who can open senior relationships, shape digital transformation conversations, and convert those engagements into pipeline and revenue across large developers, EPCs, architects, consultants, contractors, ESPs and owner organizations. This person will operate as a named-account hunter-farmer for Mumbai’s most strategic accounts, building account plans, orchestrating technical and partner resources, and driving multi-brand opportunities across the Nemetschek ecosystem. The ideal candidate combines strong CXO access, disciplined enterprise sales execution, and enough AEC workflow depth to credibly connect BIM, OpenBIM, collaboration, coordination, constructability, and digital delivery outcomes to business value.
Key responsibilities
Strategic account coverage
- Own and drive a named list of top 50 strategic AEC accounts in Mumbai and surrounding region, with clear account prioritization, whitespace mapping, and coverage plans.
- Build relationships with CXOs, business heads, design heads, digital transformation leaders, project directors, and procurement stakeholders across target accounts.
- Develop deep account plans that identify business priorities, ongoing projects, organization structure, competitive footprint, partner ecosystem, and multi-brand entry points.
Enterprise selling and business development
- Position Nemetschek as a strategic digital transformation partner rather than only a software vendor, articulating business value, ROI, workflow efficiency, collaboration improvement, and lifecycle benefits.
- Lead complex enterprise sales cycles from prospecting and discovery through solution shaping, stakeholder alignment, proposal development, commercial negotiation, and closure.
- Create pipeline across new logos, competitive displacement, cross-sell, upsell, and enterprise standardization opportunities.
- Work closely with pre-sales and channel organization to demonstrate software adoption strategy for multiple teams in large organizations.
AEC domain engagement
- OpenBIM, Digital Twin, model-based coordination, and connected project delivery concepts for CXOs and design leaders, while also being able to engage credibly with BIM managers, digital delivery teams, and project users on workflows and file formats.
- Understand how developers, architects, interior designers, landscape designers, engineers, BIM consultants, contractors, and training institutes work together across the building lifecycle.
- Identify lighthouse opportunities in major private and public sector projects, especially where design collaboration, model coordination, compliance, field collaboration, document workflows, or handover use cases are strategic.
Forecasting and operating discipline
- Maintain high-quality pipeline hygiene, opportunity qualification, next-step rigor, and forecast accuracy in Salesforce or equivalent CRM.
- Run disciplined weekly reviews on deal progress, decision criteria, stakeholder map, competition, commercial strategy, and close plans.
- Use value-based selling and structured enterprise sales methods such as MEDDPICC / TAS to improve deal quality and predictability.
Ecosystem and cross-functional collaboration
- Partner closely with technical pre-sales, marketing, customer success, channel partners, renewals, and leadership to progress strategic opportunities.
- Collaborate with marketing, BD and education teams on executive roundtables, industry events, account-based engagement, and thought-leadership programs.
- Represent Nemetschek externally with credibility at industry forums, associations, and customer events where relevant.
Experience
- 10-15 years of experience in technical sales, pre-sales, solution consulting, or solution engineering roles.
- Strong exposure to AEC, BIM, infrastructure, engineering, or construction technology environments and software like Allplan,SDS/2, Archicad, Vector works etc
- Experience in customer-facing solution presentations, workshops, and consultative technical selling.
Skills and capabilities
- Strong understanding of AEC workflows, BIM-led collaboration, and digital transformation challenges across the project lifecycle.
- Ability to connect customer business goals with technical solution value and adoption outcomes.
- Strong presentation, demonstration, and workshop facilitation skills.
- Comfort engaging both executive stakeholders and detailed technical users.
- Strong stakeholder management and cross-functional collaboration capability.
- Familiarity with platforms and technologies such as BIM, digital twins, project controls, cloud SaaS, interoperability, and workflow integration.
Preferred background
- Experience with enterprise software vendors serving AEC, infrastructure, engineering, or construction customers.
- Exposure to consultative selling in complex multi-stakeholder environments.
- Experience working with strategic accounts, ecosystem partners, and enterprise bid cycles.
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