Job Summary
The purpose of this role is to lead a team to accelerate the growth of the Seequent (a Bentley Systems Company) business in specific geographies and regions where we have limited local presence and/or under-penetrated markets. Creating and driving demand in under-penetrated and new markets and Governments that translates into opportunities and sales.
This is a key role within Seequent and reports directly to the respective EVP, contributing to the regional strategy, having direct responsibility for executing on the business development growth plans, driving new business & (where appropriate) existing growth across the region. The role will require proven leadership, excellent commercial skills, strong interpersonal skills, and acute cultural awareness.
Duties & Responsibilities
Strategic Planning:
Analysing, researching, and building a deep understanding of the target market, personas, use cases & competitors to identify and quantify a 2-to-3-year strategic growth plan. Ensuring plans reflect the latest observations in the market.
Developing relevant business plans in target market (geography/segment), in alignment with other operational plans such as wider regional plans, and monitoring plans as they evolve.
Creating strategic approaches relevant to the market and potential opportunity, while collaborating with relevant internal stakeholders within our business.
Providing guidance and recommendation on measurables and quantifiable business development performance metrics where appropriate that conforms with industry best practice for both short term and long-term objectives
Ensuring head count planning is appropriate for the opportunity (thinking ahead).
Leadership:
Leading the team with exemplary personal example, honed leadership and functional (i.e. business development) skills, a positive can-do attitude and strong influencing and coaching skills.
Leading, inspiring, and managing the Business Development team, and all stakeholders required to deliver the growth plans, based on clear, regular communication and direction to all within the team, direct reports, and individual members.
Setting appropriate expectations with BD team on what the organisation can support, including terms outside of their remit (CX, operations etc).
Building and supporting a team of top talent. Actively coaching, developing, and identifying top talent for future development and career paths. Ensuring the team represents Seequent to the highest level as ambassadors of the brand. Contributing actively to the company culture, demonstrating, and living our values and curating and preserving our unique culture by active measures, at a personal, team and regional level.
Keeping up to date with current market and technology trends across the region and its nuances able to spot strategic opportunities to exploit as well as issues to be aware of.
Building a culture of enquiry, market, and competitor awareness.
Ensuring your team collaborates across the region, Seequent and Bentley and understands the value of teams.
Actively collaborate with peer roles in other regions, to both share and receive insights to improve how BD is done at Seequent.
Supporting and encouraging cross collaboration between our global offices, partners, and colleagues across all functions - including support services such as HR, IT and Accounting/Finance.
As the leader of this team, overseeing cost management including analysing existing operations and making recommendations for the improvement and growth of the operation. This includes appropriate discipline on expenses for the BD team and ensuring compliance with company policy. Proactively providing EVP with assistance, guidance, reports, and recommendations where necessary regarding all costs and efficiencies.
Reporting on teams’ performance and status by written and verbal reporting on team’s plans activity and status, as well as risks, opportunities, and plans.
Ownership of business development plans for the region ensuring everyone has annual targets at a minimum, and know how it contributes to the team, to your region and to Seequent.
Leading the strategic planning for growth acceleration across the region.
Line Management duties including hiring, performance management, pay, reward etc.
Commercial:
Developing and execution of all Business Development activities in region, ensuring the activities lead to the achievement of company growth and profitability targets.
Promoting the Seequent Brand offering, and value proposition throughout the team, attending conferences, tradeshows, training sessions seeking marketing and BD opportunities.
Identifying new markets and business opportunities.
Utilising all channels available in the region, Seequent & Bentley to delivering on growth plans.
Contributing to the development of the regional strategy including headcount, resourcing, budgets, growth plans, marketing, coaching, career development and culture.
Qualifications:
Minimum 15 years’ international commercial experience with experience in business development and sales. Experience in SaaS organization is preferred.
Post-secondary education.
Demonstrated capability with enterprise sales and solution selling.
Able to build strategic relations and think at strategic, operational, and tactical levels simultaneously.
Passionate about building new business and comfortable with ambiguity.
Local language and cultural understanding (as appropriate), local presence in the specific geography.
Team player, able to lead a ‘virtual’ team through vision, engagement, collaboration & motivation.
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.
Proactively identify 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.