Sales Manager

The Company is hiring a Sales Manager to drive growth across owners, developers, and contractors. This is a hybrid role combining hunting and farming-you will win new clients and expand existing relationships throughconsultative selling of the Company's BIM and IDD services. This is not transactional product sales. You will sell outcomes: project certainty, delivery performance, governance, and capability uplift-by translating technical concepts (BIM/IDD/CDE workflows, information requirements, model-based coordination) into business value for project directors, development leads, construction managers, and digital leaders.

1) Key Responsibilities

New Business Development

1. Prospect and develop new opportunities with owners, developers, main contractors, and key consultants.
2. Build territory and account plans: segmentation, ICP mapping, outreach cadences, and partner/referralmotions.
3. Run discovery to understand project context, drivers, constraints, and stakeholder priorities.
4. Position EDC services against client pain points (coordination breakdowns, RFIs, rework, poor handover, weak governance).
5. Client Engagement & Solution Selling
6. Lead client meetings, workshops, and solution discussions to translate needs into a clear scope and approach.
7. Present EDC capabilities and show the work with deliverable examples, approach walkthroughs, and case narratives.
8. Partner with technical leads to craft value-based proposals: scope, assumptions, delivery plan, timeline, and commercials.
9. Pipeline & Deal Management
10. Own the full sales cycle: qualification solution fit proposal negotiation close handover.
11. Maintain pipeline rigor in CRM: next steps, decision criteria, buying committee mapping, and close plans.
12. Forecast accurately and report on pipeline health, conversion rates, and risks. Account Growth (Farming)
13. Manage a portfolio of active clients deepen relationships and maintain executive-level alignment.
14. Identify expansion opportunities for adjacent services (governance, delivery support, standards, training, managed services).
15. Drive renewals, upsells, and multi-project frameworks by proving outcomes and capturing references/case studies.

Internal Collaboration & Market Feedback

1. Work closely with delivery teams to align client needs with EDB capability, resourcing, and delivery readiness.
2. Feed back market intelligence (competitor signals, pricing insights, emerging client demands, partnership opportunities).

2) Required Qualifications

1. 5-7 years of proven B2B software/technology sales experience within the construction industry (construction tech, digital delivery, BIM-adjacent solutions).
2. Demonstrated track record selling to AEC stakeholders: owners/developers, contractors, engineering consultants, project management firms.
3. Proven ability to run full sales cycles from prospecting and qualification through proposal, negotiation, and closing.
4. Experience selling complex solutions or consultative services involving multiple stakeholders and longer sales cycles.
5. Strong understanding of construction delivery realities (program risk, subcontractor coordination, RFIs, change management, quality, site constraints).
6. Experience balancing new logo acquisition with account management and upsell/expansion.

3) Preferred Qualifications

1. 6+ years in construction technology, digital transformation, or consulting-led solution sales.
2. Working knowledge of BIM: coordination workflows, LOD, clash detection, model-based quantities, issue management.
3. Familiarity with Integrated Digital Delivery (IDD): integrated workflows, governance, CDE, digital handover, information requirements.
4. Existing network within the construction ecosystem (developers, main contractors, consultants, digital delivery leads).
5. Experience selling professional services (consulting, implementation, managed services) alongside or instead of software.

4) Skills and Attributes

1. Consultative selling mindset: strong discovery, problem framing, and stakeholder management.
2. Ability to translate technical delivery into commercial value (time, cost, risk reduction, claims exposure, productivity).
3. Strong presentation and demonstration skills confident facilitating workshops and multi- party meetings.
4. Pipeline discipline with CRM proficiency: data-driven forecasting and deal hygiene.
5. High ownership, self-motivated prospecting, and resilience in long-cycle enterprise sales.
6. Collaborative approach with delivery teams balances client urgency with delivery realism.