From Engineer to Business Leader, Bridging Technical Depth and Commercial Vision
Background & Role
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Can you introduce yourself and describe your role as Vice President of Business Development at Spatial?
I'm Frédéric Jacqmin, and I'm Vice President of Worldwide Business Development at Spatial, which is the 3D development component business of Dassault Systèmes.
My role is really about connecting two worlds: on one side, software companies — from ISVs to large industrial groups — who need to build 3D applications for CAD, CAM, simulation, or metrology; on the other, Spatial's technology, which includes industry-leading geometry kernels, 3D interoperability, and visualization SDKs like CGM, 3D InterOp, and HOOPS.
Concretely, I lead a worldwide team that identifies new markets and technology partnerships, develops our channel and OEM relationships, and works closely with customers to turn their product roadmap challenges into opportunities for our components. That means I'm involved across the whole cycle, from strategic account planning and executive-level negotiations to shaping our offer with product marketing and R&D.
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You trained as a civil engineer before transitioning into business development. How has that technical background shaped the way you approach this role?
What I bring to this role is a combination that's fairly rare: I trained as a civil engineer, I spent years in the field at companies like Trimble, and I've spent the last decade at Dassault Systèmes. So I understand both the engineering problems our customers are solving and the commercial structures needed to build long-term, mutually profitable partnerships. What motivates me every day is that we're selling more than software, we're helping other companies build their products faster on top of our technology.
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You joined Spatial in 2012 as Director of Sales for EMEA. What was the state of the business when you arrived, and how did you see it evolve?
Over the past 15 years, we have witnessed an unprecedented acceleration of innovation. Desktop software with perpetual licenses has given way to web-based applications powered by hybrid revenue models. 3D is no longer confined to engineering offices, it now sits at the heart of end-to-end automated processes. Industry faces enormous challenges: labor and skills shortages, carbon footprint reduction, supply chain disruption… yet it has never been more creative in finding solutions. And with the rise of AI, software has become a key lever in overcoming these challenges. All of this has (and will) propelled Spatial's growth as a key enabler of tomorrow's innovation. These are truly exciting times!
Leading a Global Team
- You now lead a team of 25 client executives and pre-sales engineers worldwide. How do you keep the team aligned and focused across different regions and cultures?
My main priority is to create a working environment in which the whole team can thrive where everyone sees real opportunities to grow.
I keep the team aligned through a shared strategy while allowing pragmatic deviations due to local considerations and specific market conditions. Then I maintain focus through regular cadence, weekly reviews, quarterly business planning and regular customers visits.
- How do you balance the two sides of your mission: protecting long-standing customer relationships while simultaneously pursuing new business opportunities?
I see these as two sides of the same mission: a well-served long-standing customer is the best source of growth, expansions, upsells and references. So our Sales strategy covers both 'protect and grow' for the installed base and 'hunt' for new logos. Our Client Executive are able to leverage their existing customers knowledge in order to replicate, when hunting for new ones.
The Business Development Mission
- What does it mean to be a trusted, long-term technology partner rather than just a vendor?
The nature of our business goes beyond a simple vendor relationship. Our mission is to help customers innovate and set themselves apart, so they can stay leaders in their industries for the long term. Only a partnership built on trust and a shared long-term vision can achieve that.
- How do you identify emerging industries or application areas where Spatial's 3D technologies can address high-value challenges?
Continuous learning is what separates top salespeople from average ones. Staying curious, staying connected and learning from every customer conversation builds the knowledge you need to focus on the opportunities most worth Spatial's investment.
- What is the hardest part of selling a deeply technical product to both technical and business decision-makers at the same time?
It's essential to understand both the customer's overall business needs and the personal challenges of each person involved. From there, a salesperson can build a tailored value proposition, which will usually differ depending on who you're talking to. A strong salesperson with an engineering background can be just as credible with a developer as with a decision-maker or C-level executive.
The Spatial Difference
- What sets Spatial apart from other technology providers in the 3D SDK space, from a business development perspective?
Spatial offers a unique combination of technologies, a complete workflow-based approach and top-tier expertise. Most of our team are long-serving, passionate employees who have supported customers with great dedication for decades. Being part of Dassault Systèmes is also essential in a business that depends on both long-term stability and innovation.
- What surprises customers the most when they start working with Spatial?
Shared values drive everything we do. We excel at solving complex problems, and what matters to our customers matters to us. We strive to set the standard, especially in building long-term relationships that deliver operational excellence.
Working at Spatial
- What makes Spatial a unique place to work for someone in business development?
If you want to be part of a multicultural team, if you dislike routine, if you enjoy the variety of challenges our customers face and want to keep learning, and if you're passionate about innovation and making a real impact for your customers, then Spatial is definitely the place for you..
- What advice would you give to someone who wants to bridge technical expertise with commercial strategy the way you have?
Difficult question. moving from an engineer role to a Sales position is not an easy or obvious journey. Maybe what you need the most is the passion for your products and solutions. You need this little spark in your eyes that customers can see when you exchange with them on their problems and how your technology can help them.
- After 14 years at Spatial, what still energizes you the most about the work?
Being part of a fantastic team, and knowing that the technology we provide makes a tangible difference to our customers' businesses. Every day brings new problems to solve and new innovations to support. And perhaps, in my own small way, I feel I'm helping to make the world a better place!
About Spatial Corp
Spatial Corp, a Dassault Systèmes subsidiary, is the leading provider of 3D software development toolkits for technical applications across a broad range of industries. Spatial 3D modeling, 3D visualization, and CAD translation software development toolkits help application developers deliver market-leading products, maintain focus on core competencies, and reduce time-to-market. For over 35 years, Spatial’s 3D software development toolkits have been adopted by many of the world’s most recognized software developers, manufacturers, research institutes, and universities. Headquartered in Broomfield, Colorado, Spatial has offices in the USA, France, Germany, Japan, China, and the United Kingdom. For more information on Spatial’s latest updates and product offerings, please visit www.spatial.com.
