Company Overview:
Infrastructure is what makes other things possible. Roads, bridges, tunnels are the infrastructure of moving people and goods. The water network, the electric grid, the telecommunication network are the infrastructure of our modern way of life.
The infrastructure sector is at a critical juncture. The expectations on infrastructure have never been so high to support economic growth, ensure energy security, and address climate change. Yet the organizations in charge of designing, building, and running infrastructure, are struggling to keep up with the demand – they simply do not have enough engineering talent.
We have the software to help bridge the gap between demand and capacity. We have the software to help better design, build and operate better infrastructure. We are the infrastructure engineering software company.
Position Summary:
Greater China is a formidable growth opportunity for infrastructure engineering software. China represents more than 30% of the world’s infrastructure spend. Every year, awesome infrastructure projects from China presented at the Year in Infrastructure conference.
Yet, our growth in China has stalled; despite its potential, the region only represents a one-digit percentage of our revenue. The reasons include a complicated business environment, with growing preference for “local” software, and the challenges to offer Cloud-based products.
We are looking for a GM for Greater China, to define and execute on an integrated plan across channels and functions, to accelerate growth in Greater China for the long run.
The GM of Greater China will report to Bentley’s CRO, be a core member of the sales leadership team of the company and engage frequently with the executive team.
Responsibilities:
Full P&L responsibility for Greater China.- Direct responsibility of the following functions: Marketing, Sales, Success, Product, Services, Partnerships incl. Joint Ventures.
- Marketing, including positioning Bentley Greater China as a China-first, autonomous local unit of a global software company, dedicated to the advancement of infrastructure in China through engineering software.
- Sales, including defining and executing with right channel mix.
- Success, including ramping up local version of our Enterprise 365 program to remove friction for accounts to consume additional software and packaged services from Bentley.
- Services, including developing the right catalogue of packaged services to ease software consumption in Greater China, and ensuring appropriate staffing and utilization.
- Product, including prioritizing global products relevant for Greater China, ensuring appropriate localization, and offering necessary local products.
- Partnerships, including ensuring success of existing and new JVs, ensuring business continuity between Bentley Greater China and JVs to accelerate total revenue growth.
Required Knowledge, Skills, Abilities, and Experience:
At least 15 years of experience in software company, with majority in go-to-market function.- Bachelor’s in IT and/or Engineering; MBA is a plus.
- Must-have: track record leading sales (#1 or 2 position) for global software company in mainland China.
- Must-have: experience leading multiple go-to-market functions (e.g., sales, sales ops, presales...)
- Great-to-have: experience setting up and/or managing joint ventures in mainland China.
- Must-have: experience in managing change/transforming organizations.
- Must-have: experience selling to state owned enterprises.
- Great-to-have: experience in infrastructure sector.
- Must-have: experience in engineering software and/or enterprise software.
- Great-to-have: experience offering Cloud-based solutions in mainland China.
Personal Characteristics:
Strategic mindset: high analytical and deductive abilities to devise effective growth strategy; will challenge the status quo.- Results-orientation: track record delivering results; fundamentally motivated by winning in the marketplace.
- Entirely dependable and trustworthy: forthcoming about issues, yet fundamentally solution-oriented.
- Natural collaborator, cross-functionally and cross-culturally.
- Native fluency in Chinese language and culture.
- Proficiency in English.
- Clear, concise communication style.
- Executive presence.
- Successful experience reporting to US/European management.
What We Offer:
A great Team and culture – please see our Recruitment Video.- An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction.
- Competitive Salary and benefits.
- The opportunity to work within a global and diversely international team.
- A supportive and collaborative environment.
- Colleague Recognition Awards.
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 geoprofessional software portfolio, and the iTwin platform for infrastructure digital twins. Bentley Systems employs more than 4,500 colleagues and generates annual revenues of approximately $1 billion in 186 countries. www.bentley.com
Equal Opportunity Employer
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.
