Customer Success Manager (Sales)

About UsAt Seequent, we help organisations to understand the underground, giving the confidence to make better decisions faster.We build world-leading technology that is at the forefront of Earth sciences, transforming the way our customers work. Every day we help them develop critical mineral resources more sustainably, design and build better infrastructure, source renewable energy, and reduce their impact on the environment.We operate in 145+ countries while proudly maintaining headquarters in New Zealand.RoleUp to 50% of delays and unforeseen cost on infrastructure projects is due to unexpected and unseen subsurface issues. Many of Seequent’s customers in the mid-market space deliver geotechnical and geological modelling and are best placed to contribute early intelligence and significantly de-risk projects. Our customers are also energy and resource companies, civil engineering service providers, environmental consultants and more. As the Bentley Systems Subsurface company, Seequent is a world leader in the development of subsurface software. We enable people to uncover valuable insights from subsurface data, significantly de-risking civil infrastructure projects, identifying innovative solutions to energy and environmental challenges, and helping our customers, and their clients, build a better world.The customer success manager in Seequent is a targeted sales role that suits an experienced sales professional that takes a leadership position, individual ownership, and pride in the success of their accounts. The role will have a focused set of accounts to manage and evolve their business by driving value, adoption, and new licence sales. The customer success manager constantly identifies new projects and initiatives within their customers’ businesses, where Seequent can solve critical problems and unlock value through the application of deeper and earlier access to subsurface intelligence.The role will ensure customers feel they are well supported by a capable partner that constantly acts with a sense of urgency and a solid understanding of their projects, funding cycles, business and industry, that Seequent is an innovative and progressive technology partner and that we are a company to partner with for the future. The successful candidate will effectively articulate compelling narratives to technical, operational and senior business level personas. They will drive account growth via adoption of new Seequent products in addition to identifying opportunities for cross and up-selling, retention of existing business, and striving to exceed challenging individual and group revenue growth targets.Being accountable, customer focused, operating with a real sense of urgency and with a mindset of constantly challenging yourself, this role is responsible for providing and coordinating well rounded account management and customer satisfaction with the ultimate goal of driving revenue growth through sales. The role contributes to the big picture for the company and region by expanding Seequent’s brand and contributing revenue to regional numbers.The role requires exceptional customer service, communication skills and cultural awareness, both in working with internal teams, in partnering with our colleagues across the Bentley Systems wider group and with Seequent’s customers.This role is not commission based, it includes a bonus component, which may be based upon factors including company and regional performance, plus individual targets and KPIs.Our expectations of youAccount Management and Sales Prior experience selling software and SaaS into a technical domain Ensure full understanding of price books and product tiering, as well as the ability to quickly learn the value proposition behind Seequent’s product portfolio Communicate with and navigate upward through various levels of purchasing authority within existing accounts Ability to thoroughly analyse and understand current customers’ needs and objectives to successfully determine the appropriate software solution Provide world-class customer service in the form of post-sales account management to build secure, on-going relationships with both new and existing customers – we are there for our customers when they need us, not just when their contract is due to renew Experience with recognised sales methodologies, preferably MEDDICC, to deliver independent discovery calls into your accounts and maintain a constant focus on qualification Brand Ambassadorship Representation of Seequent and Bentley Systems as a thought leader and trusted technology partner that genuinely cares about their organisation and projects, in all customer interactions, virtual communications, and events Modelling of the highest cultural and professional standards. Our people are our best and most impactful asset, and you will be expected to consistently model a positive and collaborative approach. We are looking for individuals that can maintain a positive, adaptable and ‘can-do' perspective in the face of challenge Professional in appearance and courteous in communication, our customers should be delighted to sponsor your introduction to their leadership Knowledge, coordination & Support Coordinating high quality customer meetings, demonstrations, and training across the EMEA region Taking leadership for the commercial direction of customer interactions, to ensure that Seequent’s world class technical team are leveraged effectively and deployed against activities that are most likely to deliver a positive return, in terms of revenue growth While you will have access to a highly qualified, large technical presales and support team, you will be expected to develop knowledge of the Seequent product portfolio as a seller, and deliver independent product sales overviews, for example via PowerPoint Feeding lessons learned and customer feedback into wider business functions such as Marketing and Business Development Essential Skills, Knowledge, And Competencies Required Must be fluent in Spanish and English Experience in an account manager role, selling into a technical domain, such as Civil Engineering, Architecture, Planning, Environment or Construction Tremendous and fast thinking written and verbal communication skills, including a demonstrated ability to think on the fly, connect the hidden dots and positively influence intelligent stakeholders within a technical sector backdrop Demonstrable record of exceeding sales targets, creating pipeline, accurate forecasting and managing complex software and SaaS sales cycles, with strong CRM hygiene (Salesforce) Considerable experience prospecting, closing sales and self-managing a significant pipeline of business to drive resilience in your pipeline Experience working with international clients; and understanding of cultural differences both in terms of geographic and diverse backgrounds, as well as the differences between technical and commercial personalities Significant experience in tracking individual revenue and group/company targets, with understanding of how you contribute to the goals of the wider business – throughout the month, quarter and year you will always know exactly how you are performing against targets, what the remaining gap to plan is, and how you will create the required pipeline coverage to close that gap Proven record of being detail-oriented with a demonstrated ability to self-motivate, take leadership, act with urgency, and follow through on commitments Effective written and oral communication skills spanning multi-functional teams, plus business and technical disciplines, to quickly drive shared direction and meet unique customer requirements The ability to deal with ambiguity and a changing environment, as well as a rapid work pace Comfortable with taking a leadership position when required, to constantly bring cross-functional teams back to a clear focus on revenue generation and sales qualification Robust understanding of key technology and market trends Our Commitment to Equity, Diversity, and Inclusion At Seequent, we champion the uniqueness of each individual. Our commitment to inclusiveness, equity, and accessibility is fundamental to who we are. If you require accommodation during our recruitment process, please let our Talent Acquisition team know. We are here to ensure a fair opportunity for all.Research underscores that some individuals, especially women and underrepresented groups, may hesitate to apply for roles if they don't meet every requirement. Please don't count yourself out if you don’t tick every box. We are committed to hiring a diverse team and encourage individuals of all background and abilities to apply. Thank you for considering us as your potential employer; we're excited to see what you can bring to our team!Benefits of being a Seequenteer and why you’ll love being on our team. We aspire to be pioneers of positive change in the way organisations work with the underground. We work collaboratively, stay curious, make change happen and have a global impact. We bring our authentic selves to work and are enthusiastic about what we do. Plus, you can expect great benefits; these benefits are unique to each location Seequent resides in. Please ask your Talent Acquisition Specialist.If this posting gets you excited about joining Seequent please apply now!For more information about everything Seequent, please visit Seequent.com.How To ApplyIf this sounds like the role for you, apply today with a covering letter and CV.