Account Executive - Vancouver, BC, Canada - Seequent Limited

Description

Seequent builds world-leading subsurface software, helping create a better understanding of the earth to ensure a better world for all.

We are constantly evolving at the forefront of technology to transform how geo-professionals work, eliminating barriers to understanding by connecting software, teams, and the tools they need. Every day, our customers in over 100 countries work to develop mineral resources more sustainably, design and build better infrastructure, protect the environment, source renewable energy, and help resolve historical challenges such as groundwater contamination and ageing infrastructure. Our integrated earth modelling, geo-data management, and team collaboration software enables them to see a more complete picture of the earth: because with more understanding comes better decisions – for people and the planet. Headquartered in New Zealand with global reach, Seequent is the specialist subsurface software company within Bentley Systems. Together, we are helping build a more resilient world. We're a high growth, people-centric success story. Seequent is a Bentley Systems company, working together to build a better future.

The Role

As an Account Executive you will have the opportunity to communicate the value of Seequent solutions to our customers. Focusing within the geosciences practice, specifically the Mining sector, you match our solutions to our customer's needs. You will focus on a select set of strategic accounts that require global coordination of solution selling across the value chain, and to several key stakeholder groups. You will be someone that enjoys relationship building, business analysis, tracking, and have a passion for generating customer loyalty. Currently in hypergrowth mode, we are looking for an experienced Account Executive to join our largest region as we continue our evolution from transactional license selling to strategic partnerships.

You will manage the sales cycle for annual software subscriptions and training services, collaborating with multiple internal stakeholders to support our customers along the journey of discovery and implementation. You will drive new opportunities through in-depth knowledge of your accounts and awareness of geoscience industry trends. The role prioritizes relationship building, business analysis and generating customer loyalty. You have the enterprise solution selling, business and industry expertise required to build trusted relationships with our customers, from user to C-level. You are passionate about finding solutions that provide value and drive customer success.

Success comes from being an inquisitive, proactive problem solver who cares about our customers, our team, and Seequent's culture of a shared passion for the planet.

The successful applicant will have the opportunity to work in a hybrid work arrangement out of our Vancouver office located in Yaletown.

In this role, you will have the opportunity to:

Account Management

• Manage a diverse client portfolio, including Fortune 500 companies.
• Implement and align global strategies to achieve both regional and global targets for your accounts.
• Within the region and across regions, work with Account Executives, Sales Admins, Customer Success, Deal Desk, Marketing, and Geo Science Technical experts to build a collaborative account team approach and execution.
• Regular communication with key customer stakeholders via email, phone or in person meetings to support relationship and opportunity development.
• Develop a clear understanding of the client's existing technology footprint, growth plans, and competitive landscape. Learn and understand the challenges our clients face and recommend solutions based on their needs. Understand our customers decision making requirements.
• Create internal relationships and collaborate across the organisation to broaden insights, navigate processes, and obtain the necessary alignment.
• Oversee and/or orchestrate all aspects of annual reoccurring revenue requirements and new business within your account portfolio.
• Develop and maintain documented account plans within our CRM to capture a 360 view of the accounts. Plans include clear timelines, actionable steps and targets.
• Support the development of long-term Enterprise Agreements, coordinating with internal and external stakeholders.
• Work with the Regional Director of Mining and Minerals, to ensure the sales activities lead to the achievement of company growth and profitability within your selected accounts.
• Manage a diverse pipeline that includes short-term and long-term, cross selling and up-selling opportunities.
• Utilise internal metrics and third party industry reports and platforms to build and maintain an accurate pipeline.
• Provide monthly, quarterly, annual sales forecasting and reporting. Drive results for Seequent using senior level market insights and practices.
• Maximise the leads from marketing and training sessions led by the regional and global marketing efforts.
• Collaborate and align the Account Plans with the entire go-to-market team including Technical Services, Customer Success, Marketing and Segment/Product management.
• Develop a high level of knowledge of the value proposition of Seequent's suite of solutions and services as part of a SaaS platform.
• Understand the value proposition for all Seequent solutions and why these are critical to different user personas, to identify and drive opportunities, and support new development.

Organizational Development

• Provide customer feedback to internal stakeholders, supporting solution and process development.
• Support the evolution of our commercial practices from transactional account management to strategic partnerships.
• Drive internal process and system improvements to support future growth.

In order to be successful in this role, you should have:

• Minimum of 5 years Account Management experience.
• Proven experience leading SaaS Enterprise multi-million global clients at an executive level.
• Experience managing complex sales cycles from start to finish with a track record of success and quota achievement.
• Experience working with C-suite and leading cloud architecture strategy and implementation.
• A strong track record of nurturing and developing customer relationships beyond point of sale.
• Proven ability to report upwards and demonstrate success.
• Ability to manage ambiguity, take calculated risks and thrive in an unstructured, fast paced environment.
• Able to clearly communicate with stakeholders to achieve a conclusion.
• Innovative and curious personality, open and able to work in a fast growing, fast paced environment.
• Ability to work well with other team members in multiple regions.
• Excellent documentation and record management skills.
• Experience in relationship management software, Salesforce Lightning preferred.
• University degree in business related studies or earth science.

Not required, but a bonus if you have:

• Market knowledge of the mining and minerals sector.

Research shows that some individuals, particularly women and underrepresented groups, are less likely to apply for jobs unless they meet every single criterion. If you don't think your experience perfectly aligns, or you don't tick all the boxes, please don't rule yourself out Seequent are committed to hiring a diverse team and encourage individuals of all background and abilities to apply.

Why you will enjoy working with us..

You will be joining a highly skilled, highly productive team of technical experts who are passionate about what we do. We are a friendly, intelligent, and supportive bunch and are looking forward to you bringing your expertise to the team. Our wider team is geographically diverse and from multi-disciplines and you will have opportunity to work with colleagues from across the globe.

Wellbeing –Health benefits package, generous vacation, fully subsidized subscriptionto Headspace, regular wellness webinars, and 24/7 EAP access to supportemployee wellbeing.
Financial –Competitive compensation, reviewed regularly, plus the option to join ourEmployee Stock Purchase Plan* and RRSP savings plan* (*location dependent).
Learning –Access to a wealth of training resources through our digital learningplatform Degreed, quarterly career conversations with your manager and aculture that believes in promoting from within.
Connection - Join in on our annual events such as our internal innovation event - HackYeah or our annual Lyceum - bringing together industry experts to connecton how the latest capabilities in geoscience software innovation arehelping transform our digital landscape.

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Inclusion + Diversity

In addition to being dedicated to building a workforce that reflects diverse talent, we are committed to fostering an inclusive and accessible experience.
If you require an accommodation for any part of the recruitment process (including alternate formats of materials, accessible meeting rooms, etc.), please let us know and we will work with you to meet your needs. Please provide details in your cover letter of any accommodations needed.

How to apply

If this sounds like the role for you, apply today with a covering letter and CV.

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