About Us
At 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.
ROLE
Up to 50% of delays and unforeseen cost on infrastructure projects is due to unexpected subsurface issues. 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 to build a better world.
The account manager role suits an account manager who takes a leadership role, individual ownership, and pride in the success of their accounts The role will have a focused set of accounts to manage and evolve our business by driving value through business and commercial partnership with them. The account manager identifies projects and initiatives within the customers' business, 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 commercially capable partner that constantly acts with a sense of urgency and a solid understanding of their projects, funding cycles and industry, that Seequent is an innovative and progressive technology partner and 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, while driving account growth via adoption of new Seequent tools and consumption of already-owned Seequent products, in addition to solution-selling, constantly identifying opportunities for cross and up-selling, retention, and striving to exceed challenging individual and group revenue growth targets.
The successful individual will excel at working in a matrixed, existing virtual account team with Bentley Systems colleagues, able to constantly balance the delivery of an overlay product specialist role, while being able to take the lead when needed, as a thought leader in the Civil Infrastructure and Subsurface domain.
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 developing Seequent's brand and contributing sales to the growth of the region.
The role works across the entire region and will freely partner with other capabilities within the region for your success – i.e. Customer Solutions, Regional Operations, Business Development.
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.
How you contribute to the big picture
Brand Ambassadorship
* Prior experience selling software and SaaS into a technical domain – market, technology, use cases, roles, language, sales cycles, trends, typical objections, etc;
* Ensure full understanding of pricing and service agreements, 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 to thoroughly analyse and understand current customers' needs and objectives to successfully determine the appropriate software solution
Account Management and Sales
* Provide world-class customer service in the form of 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 – we are there for our customers when they need us, not just when their contract is due to renew
* Extensive previous experience with recognised sales methodologies, to expertly deliver prospecting within your account portfolio, run independent discovery calls and carrying a constant focus on qualification
* Focus on business-level outcomes and ROI, ensuring that opportunities pursued and forecasted are qualified both commercially and technically at the earliest opportunity, and throughout the sales cycle
* Fundamental understanding of the software sales cycle in commercial and government organisations, including a realistic understanding of the timescales and multiple steps and stakeholders involved from opening the sale, through to closing the sale
* 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, coordination & Support
* Coordinating high quality demonstrations and training across 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
* 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
* Feeding lessons learned and customer feedback into wider business functions such as Marketing and Business Development
Skills, knowledge, and competencies required to be great at this role
* Experience in an Account Manager role, selling into a technical domain, such as Civil Engineering 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, accurate forecasting and managing complex software and SaaS sales cycles.
* Considerable experience prospecting, creating sales and self-managing a significant pipeline of business to drive resilience and reduce risk 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.
* Knowledge of Seequent, Bentley Systems and competitors' products within the AEC and Subsurface market would be a valued bonus
* Proven track 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
* Demonstrated ability to maintain composure in stressful situations, respond to customer needs quickly and effectively, and openly welcomes change and better ways to do things
* Excellent skills in negotiation, analysis, data reporting, training, and setting priorities that link back to your revenue targets
LI-DM1
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
How to apply
If this sounds like the role for you, apply today with a covering letter and CV.