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Senior Director, Channel - Greater China

Date: Jul 24, 2019

Location: Beijing Chaoyang District, 11, CN, 100025

Company: Bentley Systems


Bentley Greater China Senior Channel Director

Job Summary:

We are looking to recruit an experienced, strategic and results driven Channel Director for Bentley Asia.  This is a quota carrying role that identifies new opportunities for Bentley technologies and services to be sold through Partners.  Primary focus will be to support the development of business through Partners in the People’s Republic of China, with a secondary focus on Southeast Asia and India.

Key Tasks and Responsibilities:

The following tasks and responsibilities will be central to this role:

  • Identify, recruit, develop and manage Bentley Channel business at the direction of Bentley’s Territory Executives, through leverage of Bentley team members and corporate resources
  • Convert partner relationships into software and services sales pipeline
  • Be a trusted business advisor to the Asia Operating Senior Management Team as well as the regional Channel Partners
  • Qualify Channel opportunities and move them through the sales process, providing accurate, depending sales forecasts during the process
  • Build and maintain an in-depth knowledge of Bentley’s products, services, partners and routes to market
  • Develop optimal methods to support partners through product and sales training, seminars, and trade show support
  • Ability to work (and flourish) in an international matrix organization

Required Experience:

  • 8+ years of demonstrated excellence in working with and selling through channel partners in software sales as a quota carrier
  • Track record of developing new partners from an initial cold call to becoming a key member of a virtual sales team
  • Knowledge of  software vendors in the architecture, engineering and construction market is preferred but not required
  • Strong understanding of complex sales strategies that focus on solutions that include both products and professional services.
  • Ability to build and maintain a small team to satisfy the customer and achieve quota
  • Undergraduate degree required, higher degree preferred

Personality Traits:

  • Demonstrated ability to sell to ‘C’ level and department heads of targeted accounts.
  • Demonstrated ability to work independently as well as in a team environment
  • Professional in mannerisms and attire
  • Strong presentation skills with Board-level presence
  • Strong list of partner and customer contacts in the People’s Republic of China and Southeast Asia
  • Strong verbal and written skills with a strong command of the English language


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