Senior Sales Manager Oil and Gas

Overview:

A leadership role for the SEA region, this new position reports to the Industry Sales Director (ISD) whilst working closely with other sales and technical colleagues in the SEAPac territory. Sales portfolio aligned to the Plant portfolio with responsibility for establishing, building and leading Oil & Gas business development in SEA. The breakdown of the sales profile for this position is 40% hunting and 60% farming opportunities. Primarily tasked to generate sales revenue to meet or exceed established sales goals in software products, services, training and subscriptions (solution sales). Identify and evaluate opportunities in the assigned account base, and to manage the relationship between the client and Bentley Systems including marketing and maximizing exposure and awareness of existing or new business solutions. May have Global Accounts allocated in the role. Growing new business whilst also maintaining global and local account plans Demonstrates leadership and support to the ISD with vertical, channel and regional sales planning. May be responsible for ‘Acting’ on behalf of the ISD.

Responsibilities:

Sales Planning Assist the ISD with goal setting for the sales vertical, portfolios and territories on a monthly, quarterly and annual basis and, as necessary in response to market opportunities; Contribute to the Marketing strategies for the sales vertical on a monthly, quarterly and annual basis; Participate in user group activities for the territory and / or accounts as required Sales Goals - Maintain an adequate Sales Pipeline Manage and grow existing account base within the assigned portfolio, exceed budgeted sales and increase market share Conduct customer meetings, identifying business issues and ‘pain points’, manage the client relationship and close business opportunities Ideally, conduct up to five (5) face to face meetings with existing and or new clients each week Build a pipeline and forecast new business including maintenance of a weekly forecast that is available for discussion by the team Understand and embrace use of the Bentley consulting tool – Engineering Project Solutions (EPS). Build engagement with Regional Engineers - introduce them to accounts, product presentations etc Secure one meaningful new client per quarter Ensure all resets are timely and correct for invoicing Ensure all sale invoices are paid timely and at the full amount. Ensure all Tax Withheld forms are correctly managed. Position Description - Sales Manager, Oil & Gas SEA January 2011 The Sales Process Understand and use the Sales practices embraced by Bentley Prepare quotations including value propositions and ROI for proposals (business cases) Participate with Professional Services team members and manage any RFI (Request for Information), RFQ (Request for Quote) or RFT (Request for Tender) amongst your accounts. Participate in the annual Bentley VSK (Vertical Sales kick off) meetings Keep relevant Bentley’s systems updated, especially all prospects in Bentley’s global forecast (CRM) Attend regular sales meetings Timely completion of weekly reporting, in particular forecast and expense management reports Manage annual leave and the planning for it with the immediate team. Marketing Be abreast with current market trends through research of both local and international activity. Seek to understand and capitalize on the competition and best practices, to offer a deep level of knowledge and customer service to clients Work in collaboration with the Sales leadership team and Marketing to ensure relevant information is being shared with Bentley’s client base Participate and drive registration and attendance in Sales events, campaigns and activity generally

Qualifications:

Background and Profile for ‘Best fit’ - A leading solutions professional in Sales with a track record in Oil and Gas - An individual who has proven success and reputation in B2B sales in Engineering, Technology or Infrastructure design solutions - Well honed business development skills – prospecting, hunting, growing and closing new business - Demonstrated sales success executing against plan - Is passionate about technology and developing others - Highly equipped to work independently - Excellent presentation skills with ability to engage a diverse client range and audience - Ability to meet both personal and team sales goals per month and annual financial goals - Competence in sales management tracking databases - Proficiency with Microsoft office - Able and willing to travel, mainly within South East Asia and Australia. - MBA, BSc or Business, Engineering or Technology qualification is ideal As a member of the team, you are: A dynamic, energetic high achiever, self motivated and results orientated An exceptional communicator A true solution sales professional Prefer an exciting, driven work environment that rewards high achievers Confident dealing with C- level professionals, Engineers, senior levels of Management and Technical experts.

Senior Sales Manager Oil and Gas