Head of Territory Sales (Bricsys)

  • Company:
    Hexagon PPM
  • Location:
  • Salary:
    negotiable / month
  • Job type:
    Full-Time
  • Posted:
    9 hours ago
  • Category:
    Sales

Bricsys is a global provider of the BricsCAD® brand of architecture and engineering design software.  For the last two decades, our focus has been building cost-effective, mission-critical CAD tools.  By taking design workflows to the next level and integrating BIM and Mechanical design capability, we believe that we are the modern CAD alternative and the most trusted partner in the AEC industry.  Our recent acquisition by Hexagon has acted as a catalyst by increasing the cadence of our mission to help our customers achieve more, in less time, for less money.  As a committed long-term business partner, we are investing in this region’s future by expanding our Bricsys team across ASEAN, China, South Korea and India.   By taking design workflows to the next level and integrating BIM and Mechanical design capability, we believe that we are the modern CAD alternative and the most trusted partner in the AEC industry.  Our recent acquisition by Hexagon has acted as a catalyst by increasing the cadence of our mission to help our customers achieve more, in less time, for less money.The automotive, building, packaging and manufacturing industries play a critical role in our world. With growth in demand for 3D software, BIM, integrated AI, and revised subscription models, Bricsys is perfectly placed.  As a committed long-term business partner, we are investing in this region’s future by expanding our Bricsys team across ASEAN, China, South Korea and India.  Our plan is to stay ahead of the customer curve, and as the AEC market turns to us, we will be ready.This key role is tasked with sales leadership to drive our BricsCAD® growth in Australia within the AEC and Manufacturing industries.  The target customers covered by this position includes new accounts across a broad spectrum of companies in the assigned region. The expectation is to create viable high-quality sales opportunities and superbly move those opportunities through the entire engagemnet journey.Design, implementation and performance management of Territory PlanGenerate momentum within design institutions, and AEc and Manufacturing design teams to push the boundaries of CAD and BIM innovationUnderstanding the customer”s objectives, buying criteria and decision-making processesWorking closely with new clients to determine their future needs and proposing suitable CAD products, services and upgrades in order to maintain and grow revenue for BricsysDevelop long term business partnerships to leverage revenue from the relationshipPromote Bricsys as a quality supplierConducting product demonstrations and coordinating the preparation of sales proposals, tenders/bids, contracts and Account Management plans.Drive sales for market, including mastering Bricsys” solution, conducting presentations and demonstrations with the product, writing business proposals, quote preparation, evangelising Bricsys as a company and its solution, negotiating terms and contracts and closing dealsSkills:A customer centric approach with the ability to listenAdvanced ability to qualify current and planned customer work programmesAdvanced ability to identifying markers within a customer’s business that warrant further qualification/discussion of complex software solutionsDemonstrable ability to professionally manage a customer base through a sales cycle to the mutual benefit of all partiesAbility to demonstrate leadership of internal and external teams along customer journeys that ultimately lead to successful sale outcome(s).Knowledge:Demonstrable understanding of CAD / BIM / VDC market, competitor landscape and productSales management methodologies and applicationsCustomer relationship management methodologies and applicationsAEC and Manufacturing industry in target territoryExperiences:Demonstrable extensive experience to perform the right sales activities and research to establish a customer portfolio, specifically in CAD software solutionsDemonstrable extensive experience influencing major market influencers and major customersPreferred career origins in professional practice within the Architecture, Engineering or Construction sectors, with career migration over time to CAD or BIM or VDC segment.  Extensive experience with CAD or BIM or VDC solutionsEducation & QualificationsPreferred tertiary qualifications in either Architecture, Building Management or Engineering (or equivalent industry experience)Employee Behavioural Profiles, Employee Behavioural Profiles – RELATIONSHIP BUILDING – Makes a conscious effort to build rapport with colleagues and customers on a daily basis. Creates mutuality or common ground with others and cultivates work-related personal relationships., Employee Behavioural Profiles – ENTREPRENEURIAL INNOVATION – Envisions the results and consequences of new ideas or concepts and anticipates long term opportunities and requirements formulating plans to meet them. Encourages and promotes entrepreneurial innovation., Employee Behavioural Profiles – ACHIEVEMENT DRIVE (RESULTS ORIENTATION) – Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles – PROACTIVITY – Identifies Opportunities for improvement and acts on them. Takes action in areas beyond direct personal responsibility and questions the way things are done to improve on current processes, encouraging others to follow suit.Territory Account Plan designed and approvedAppropriate sales activities and customer engagements commensurate with the roleSubmission of quality on target proposals to qualified customers and decision makersOn target against assigned quotaEstablish reputation within local key architecture & design institutes to adopt Bricsys platformDevelop in country business case for competitive replacements and new customersSecure a major “lighthouse customer”Leverage major “lighthouse customer to develop customer advocacy in the industry