Regional Manager Business Development EMEA - Seequent

The Company

Seequent builds worldleading subsurface software helping create a better understanding of the earth to ensure a better world for all.

We are constantly evolving at the forefront of technology to transform how geoprofessionals work eliminating barriers to understanding by connecting software teams and the tools they need.

Every day our customers in over 100 countries work to develop mineral resources more sustainably design and build better infrastructure protect the environment source renewable energy and help resolve historical challenges such as groundwater contamination and ageing infrastructure.

Our integrated earth modelling geodata management and team collaboration software enables them to see a more complete picture of the earth: because with more understanding comes better decisions for people and the planet.

Headquartered in New Zealand with global reach Seequent is the specialist subsurface software company within Bentley Systems. Together we are helping build a more resilient world.

Were a high growth peoplecentric success story.

Seequent is a Bentley Systems company working together to build a better future.

Job Summary

The purpose of this role is to accelerate the growth of the Seequent business in a particular region in new and/or underpenetrated markets in a focused and disciplined way where we believe there is high growth potential. This is about creating and driving demand in underpenetrated and new markets and Governments that translates into opportunities and sales.

This is a key role within Seequent contributing to the regional strategy having direct responsibility for executing the majority of the business development and new business and growth across the region. The role will require excellent commercial skills strong interpersonal skills and acute cultural awareness.

Duties and responsibilities

Business Growth:

• Building credibility business influence pipeline and demand for sustained medium term growth.
• Identifying and validating new markets growth opportunities and business prospects at all levels including Government.
• Ability to maximise the potential opportunity be it short medium or long term in nature.
• Identifying potential clients and the decision makers within the client organization.
• Building and leveraging a pipeline.

Leading & Managing:

• Leveraging all stakeholder & team skills to create credibility influence awareness and demand that leads to closed sales.
• Working with crossfunctional team to develop their contribution to meet the market demands.
• Aligning with marketing team to develop campaigns and collateral that speaks to the market industries and personas i.e. thoughtleader and enduser (pains problems personas solutions).
• Taking initiative motivating others and facilitating successful goal accomplishment by promoting a clear sense of purpose and direction. Inspiring a positive attitude among your team particularly in periods of change.

Collaboration:

• Assisting in establishing and ensuring the company culture is focused on customer service responsiveness and team building guided by a coaching and supportive style.
• Providing coaching mentorship and assisting in goal setting with team.
• Maintaining constructive and positive working relationships both internally and externally.

Key Performance Indicators:

• Sales Growth (YoY)
• Sales growth by relevant Region Product Segment and sales type (New v Existing where appropriate)
• Annual New (New & Existing (where appropriate) budget achievement in target geography/segment/product focus
• Pipeline Build (YoY)
• By weighted value annually (New v Existing (where appropriate)
• Individual KPIs (outlined in incentive structure)

Qualifications

• Minimum 10 years commercial experience with experience in business development and sales. Experience in a SaaS organization is preferred.
• Postsecondary education.
• Demonstrated capability with enterprise sales and solution selling.
• Ability to build strategic relations and think at strategic operational and tactical levels simultaneously.
• Passionate about building new business and comfortable with ambiguity.
• Resilient able to play the long game adaptable & pragmatic selfconfident.
• Local language and cultural understanding (as appropriate) local presence in the specific geography.
• Strong commercial acumen with track record in sales pipeline management and forecasting.
• Significant negotiation experience in addition to strategic account planning.
• Proven track record of achieving and exceeding sales targets.
• Excellent communication presentation decision making and prioritization skills.
• Strong analytical skills with the ability to translate data into insights.
• Innovative open to and able to work in a fast growing fast paced and constantly changing environment.
• Proactive identifying ways to improve processes.
• Excellent oral and written communication skills in English (Other languages considered a plus).

Would be an asset:

• Knowledge and experience across the geoscience discipline.
• Knowledge and experience across mining civil environmental and/or energy industry.
• Knowledge and experience across complex government tenders.
• Strong PowerPoint Word and Excel skills. Additional skills across Salesforce CRM and Power BI an advantage.

Working conditions

Frequent travel to attend conferences events and potential client sites will be required.

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Inclusion Diversity

In addition to being dedicated to building a workforce that reflects diverse talent we are committed to fostering an inclusive and accessible experience.
If you require an accommodation for any part of the recruitment process (including alternate formats of materials accessible meeting rooms etc.) please let us know and we will work with you to meet your needs. Please provide details in your cover letter of any accommodations needed.

How to apply

If this sounds like the role for you apply today with a covering letter and CV.