About Bentley Systems

 

Bentley Systems (Nasdaq: BSY) is the infrastructure engineering software company. We provide innovative software to advance the world's infrastructure – sustaining both the global economy and environment. Our industry-leading software solutions are used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities, buildings and campuses, mining, and industrial facilities. Our offerings include MicroStation-based applications for modeling and simulation, ProjectWise for project delivery, AssetWise for asset and network performance, Seequent's leading geosciences software portfolio, and the iTwin platform for infrastructure digital twins. Bentley Systems employs more than 4,000 colleagues and generates annual revenues of more than $800 million in 172 countries.

www.bentley.com

 

 

Channel Sales Director, Greater China

 

Location:

Beijing

Or

Shanghai

 

 

POSITION SUMMARY

As the Channel Sales Director for Greater China with Bentley Systems, you be responsible for increasing revenue by developing a world class software sales channel in the Greater China (including Mainland China, Hong Kong & Taiwan) region.  This key position will report directly to our Regional Vice President, Asia Pacific and will work very closely with Sales Leadership in the Greater China regions. 

The Channel leader will be expected to have, and continually develop, deep knowledge and expertise of the partner ecosystem needed to support co-sell events, lead-sharing and co-selling at scale.  The Channel Sales Director will work with the regional Sales leadership team, the global channel leadership and through leverage of Bentley team members and corporate resources in region. 

This is a critical role within the Bentley Systems team and will require cross-functional leadership skills to work with Sales, User Success, Services and Product teams to think strategically, convey compelling value propositions and to build consensus.  This role will be a major change agent, having impact and influence with a high degree of energy, flexibility and drive to create real and measurable business results.  You can help us build our culture and achieve our mission.

We are looking for creative and aggressive candidates with the ability to make a notable impact within your first 90 days at Bentley Systems, focusing on building a strong pipeline of channel relationships that ultimately result in driving significant revenue.

 

RESPONSIBILITIES

• Recruit, onboard and develop committed, capable and scalable channel partners to maximize revenue growth opportunities in existing accounts and across new accounts across Greater China for Bentley Systems
• Plan and execute annual business plan with top partners.  Conduct Quarterly Business Review with Key Channel Partners along with Sales Leadership to ensure performance in each quarter
• Drive new channel programs aligned to Bentley Systems commercial programs and corporate objectives in region
• Within your partner portfolio, establish Bentley Systems as the premier top of mind infrastructure engineering partner, demonstrated by a measurable joint pipeline with the focus partners
• Work with partners to develop and execute clear Go-To-Market plans which will includes activities such as lead generation, sales, training/education and development of joint offerings. 
• Work closely with the Bentley Systems sales, channel operations, regional marketing, and product leadership to align the go to market (GTM) activities with your partners around specific customers and territories; drive joint marketing activities with select partners
• Develop strong relationships with the Bentley regional sales team and provide insights into partnering strategies and best practices to grow revenue with top partners
• Be an expert in policies and structure of the Bentley commercial programs
• Develop deep technical competency on Bentley’s solutions within your portfolio of partners. 
• Provide consistent partner management support to ensure that our partners are aligning their sales, pre-sales and delivery capabilities in line with Bentley’s growth strategy in region
• Carry a revenue quota and MBOs - Developing and tracking of Channel key performance indicators, as well as establishing Channel Partner revenue targets, tiers and authorizations
• Remain current with Bentley products/solutions, industry trends and competitive offerings and complete all relevant sales enablement activities

 

QUALIFICATIONS

• Self-sufficient, focused leader with a focus on execution and driving revenue results
• Natural and effortless relationship management / partner development skills
• Minimum of 12+ years’ experience in Channel Sales/Business Development driving GTM with a demonstrated ability to build significant revenue stream through channel partners
• Bachelor’s degree required (Sales, Marketing, Business Operations); MBA desired.  Knowledge of the AEC industry will be an added advantage
• Inclusive and collaborative – driving teamwork and cross-team alignment
• Strong partner relationship management and solution development skills
• Comfortable with 30% weekly travel
• Ability to negotiate skillfully in tough situations
• Excellent written and verbal communication skills (English and Mandarin), as well as the ability to effectively present to all levels of management
• Strong relationship skills and the ability to work through short or long sales cycles.
• Willingness to travel up to 30% of the time
• Excellent planning and time management skills
• Microsoft Office Suite and CRM experience desirable.

 

Bentley is proud to be an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, gender/gender identity, sexual orientation, disability, marital status, religion/belief, national origin, caste, age, or any other characteristic protected by local law or unrelated to job qualifications.