Account Manager (Civil & Environment)

OVERVIEW

Seequent (a Bentley Systems Subsurface company) is a world leader in the development of geoscience software. Our enable people to create rich stories and uncover valuable insights from geoscience data, and ultimately make better decisions about their earth, environment and energy challenges. 

The account manager role suits an account manager and business development person who takes a keen interest and pride in the success of their accounts, through the application of our products and services. The position will be based in the Reading office on a hybrid basis, and therefore will require the person to live within commuting distance from Reading. For candidates who don’t live within commuting distance from Reading, alternative work modes may be considered.

The role will have a focused set of enterprise accounts to manage and evolve our business partnership with them, through the identification of areas were are well positioned to add value to their projects as well as growing the  revenue together. The role will ensure customers feel they are well supported, that Seequent is an innovative and progressive leader in the Civil and Environmental segment and we are a company to partner with for the future. The role will target technical, operational and business level persons for opportunities. The role will champion user growth, account growth, solution-selling, retention, up and cross sell and strive to exceed set key performance indicator (KPI) targets, that help us identify how we are doing.

Being hands-on, customer focused and task-oriented, this role is responsible for providing and coordinating well rounded technical, domain and commercial knowledge with solution knowledge, quick response times, problem solving and solution crafting. The role contributes to the big picture for the company and region by developing our brand in the segment and contributing accounts and sales to the growth of the region. 

The role will work provide domain, market, trends and solution knowledge to the wider EMEA team. Your development within this role will be directly linked to your ability to continually learn through formal learning and experience. Self-awareness and development are key. The role works across the entire region and will freely leverage the other capabilities within the region for your success – ie the GTM teams, Customer Solutions, Regional Operations. 

The role is centered on domain expertise in Civil, to provide credibility, authority and proof to customers. The role is also about the business growth / development and account management of a set of key existing accounts including a number of Enterprise type accounts across consultants, contractors and asset owners.

The role requires exceptional customer service, communication skills and cultural awareness, both in working with internal teams and with Seequent’s global customers. The role needs to be collaborative, flexible and self-motivated to handle a variety of situations.

Our expectations of you

Domain Expertise

• The role will require domain expertise – market, technology, use cases, roles, language, sales cycles, trends etc – in the Civil Ground Engineering domain;
• Work alongside the existing GTM teams to provide domain knowledge on relevant opportunities on a case by case basis as required;
• Ensure full understanding of pricing and service agreements;
• Communicate with various levels of authority within existing accounts to thoroughly analyse and understand current customers’ needs and objectives in order to successfully determine the appropriate software solution;
• Provide customer service in the form of post-sales Account management to build secure on-going relationships with both new and existing customers at an appropriate frequency and increasingly at an operational and business level.

Account Management and Business development.

• Ability to account manage key accounts, engage at technical, operational and business level dialogues, with a strong emphasis on domain and technical credibility;
• The role will develop new business opportunities in the portfolio of accounts, and progress to close opportunities, and account manage key accounts. The role is therefore full life cycle.

Knowledge & Support

• Coordinating and completing high quality demonstrations and training in the EMEA region, using existing training materials and tailoring sessions to meet the needs of the clients involved;
• Providing real world examples and leading or organising demonstrations of the relevant solutions to clients, maximising learning objectives and increasing their knowledge base;

Marketing & Business Goals

• Providing software demonstrations, client visits and relationship building to your accounts and prospects;
• Being proactive in helping to manage client relationships, understanding and communicating the full business technical relationship to ensure client satisfaction with Seequent. 

What Success looks like:

• Identifying and creating the concept of ‘Value Creation’;
• Recognising business opportunities, proactively following up leads and actioning as appropriate;
• Having a high user uptake and understanding of product upgrades and showing our users how to maximise the value of our products and therefore return on their investment; 
• Contributing to the provision of a world class service support facility, which provides quick responses to customers, effective listening to understand issues, clear and confident communication with the ability to provide education and support to all our users; 
• Analyse technical issues, confidently ask appropriate questions and work to find a prompt win-win solution;
• Patiently and attentively assist customers with ‘difficult to resolve’ and/or repetitive issues, and being a customer advocate by reporting common and repeat issues to the development and product management teams.

Skills, knowledge and competencies required to be great at this role

Education and Experience:

• Minimum of 5 years’ experience in an Account Manager role, ideally within the desired domain (Civil & Environment); or software technology 
• Superior written and verbal communication skills, including a demonstrated ability to influence stakeholders;
• Tertiary qualification in a discipline core to the domain (e.g. science, technology, engineering, math, business, geology, hydrogeology, earth sciences, engineering, or a closely-related discipline); or equivalent experience.
• Experience working with international clients; and understanding cultural differences. 
• Excellent knowledge of the company's and competitors’ products.

Skills:

• Proven track record of being detail-oriented with a demonstrated ability to self-motivate and follow through on projects;
• Effective written and oral communication skills spanning multi-functional teams spanning business and technical disciplines to quickly meet unique customer requirements;
• The ability to deal with ambiguity and a changing environment, as well as a rapid work pace;
• Robust understanding of key technology and market trends;
• Deep understanding of domain technology environment, use, trends etc. 
• Self-motivated problem solver who thrives in a dynamic and customer-focused environment;
• Strong organizational and troubleshooting skills with attention to detail;
• Demonstrated ability to maintain composure in stressful situations, respond to customer needs quickly and effectively, and adaptive to change;
• Excellent skills in communications (both oral and written), negotiation, analysis, reporting, training and setting priorities;
• Must have excellent time management, decision making, presentation and organisation skills. Professional appearance and presentation required.

Attributes:

• Highly analytical, technically proficient, and able to learn new tools and software quickly;
• Must have a high energy level and be able to work under pressure;
• Must possess the ability to be persistent, patient, innovative, and work in a fast paced and constantly changing environment;
• Must be able to interact effectively with customers from different cultural backgrounds;
• Must have a quick-response capability and be able to effectively multitask and prioritise multiple tasks;
• Experience ideally in ground investigation, environmental geology, geotechnical engineering, civil or environmental engineering consultancy or related industry;
• Experience using, developing, or testing commercial software in fields of GIS, geospatial, 3D modelling, geoscience, numerical modelling or data management, an advantage; As well as Leapfrog and Central, of particular interest would be a working knowledge of GeoStudio;
• Technical orientation and natural curiosity for how software works and a passion for being regarded as an expect user and technical guru;
• Account management and relationship building abilities;
• Demonstrable ability to support sales with technical information and insight, advice, demonstrations, solution architecting, best practise, innovative ideas etc during pre-sales phase to ensure we are crafting a winning solution for the opportunity that gains mindshare and credibility;    Demonstrable ability to confidently provide pre-sales technical and solution support to the sales teams, and lead and own the technical aspects of prospect and customer engagements;
• Keep management updated proactively on progress of all solutions, presales, and post-sales; 
• Be able to demonstrate and help train customers across the relevant SW solution set, with style, proficiency and knowledge to international technical audiences;
• Confident oral and written communication skills in English (Other European languages a plus);
• Proven team player with a self-starter attitude with ability to work well independently and self-manage workload effectively;
• Balanced and informed approach to problem solving;
• Tenacity, persistence and focus with the ability to prioritise between multiple tasks;
• Innovative, open to and able to work in a fast growing, fast paced and constantly changing environment.

What we support you with;

People working with and for you - Access to a team of qualified experts across a range of technical and customer solutions. You will be supported by other regional teams including Customer Solutions, GTM teams, SDR’s, Segment specialists, as well as Group functions.  There are no direct reports, but you will need to work with external parties and across the Regional and Global Seequent team. 

Financial Resources - Seequent have committed to providing a well-supported and professional office environment.

Product Training - A requirement of this role is to obtain and maintain a significant knowledge, competence and capability of Seequent software. Seequent will invest in providing you with product training at various levels and sales enablement resources when new product features and capabilities are released to market. Whilst skill and proficiency at the highest level will be recognised and rewarded, it is expected that team members will actively participate in formal training and self-learning exercises. 

Travel - Seequent will pay for and arrange travel to the various locations in EMEA needed to carry out the role. Travel may be required to deliver business development, customer training sessions and project assistance.