Job Details

Job ID: #22074
Job Location United States
Company Bentley Systems Inc.
Company Industry Consulting
Job Role Civil-other
Employment Type Full-time
Monthly Salary

Preferred Candidate

Career Level bachelor
Residence Location United States

Job Description

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Director of Outbound Lead Generation
Civil-other
Pennsylvania, United States
Bentley Systems - Exton
Posted: 08/05/2018
Updated: 08/05/2018
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Bentley Systems is looking for a Director of Outbound Lead Generation in our Exton, PA Headquarters. In this role, you will drive the growth of new business for Bentley by generating qualified leads using industry best practices for outbound lead generation. You will also drive global alignment by developing outbound lead generation methodologies and campaigns that can be leveraged globally. 

 

Location: Exton
Job ID: 23943
 
Your Day-to-Day:

  • Manage outbound lead generation campaigns
    • Campaign Planning – in cooperation with marketing and Sales Regional Executives:
      • Develop Ideal Account Profiles
      • Develop Ideal Prospect Personas
      • Define unique value proposition and outcomes achievable by our accounts
      • Calculate target metrics for each campaign (new business revenue, wins, opportunities, and leads required)
    • Campaign Execution – in cooperation with Sales Regional Directors and marketing:
      • List generation.  Compile the list of target organizations, contacts in those organizations, and contact information choosing the best available sources (LeadSpace, SAP Hybris internal database, Exact Target, Zoom Info, LinkedIn, and other lead sources)
      • Determine cadence and sequence of communications (number of emails, number of phone calls, and timing of each)
      • Create email content
      • Create or repurpose marketing materials to support the email templates
      • Create phone scripts
      • Define qualification criterion
      • Queue Management and Reporting.  Assist Sales Regional Directors in assigning new leads to Sales Reps weekly, monitoring the sizes of the following Queues:
        • New Queue 
        • Working Queue
        • Opportunities Generated 
    • Optimize Campaign Execution
      • Monitor the conversion rates, and implement changes to optimize the number of working leads, and opportunities generated.
      • Leveraging the Right Tools.  Investigate, recommend, pilot, and implement automation technology for outbound lead generation.
        • Contact Discovery and Management.  Lead sources such as those from LeadSpace, SAP Hybris, LinkedIn, ZoomInfo, Data.com, CircleBack, eGrabber, InsideView, and commercially available lists for trade shows and organizations.
        • Automation Platforms. Working with Bentley IT and marketing to implement SAP Hybris for outbound lead generation. Other automation platforms include ClearSlide, and mixmax.com.
        • CRM integration. Reduce the reporting burden for Sales Reps by working with Bentley IT to optimize the data entry for prospecting campaigns.
  • Manage a team of Outbound Lead Generation specialists (Account Associates)
    • Hire and Manage a small team of Account Associates in North America
    • Optimize the handoff process (handing off qualified leads to Sales Reps)
    • Recommend the plan to expand this team globally, considering regional, language, and cultural requirements in EMEA, Asia, and Latin America.

 

What You Bring To The Team:

  • Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.   
  • Proficient: Experience with Outbound Lead Generation for B2B technology companies.
  • Knowledgeable: Experienced in selling to multiple sectors and industries including Federal Government, State Government, Utilities, Manufacturing, Oil & Gas
  • Sales Management Excellence:   Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building a healthy pipeline, CRM entry and hygiene, lead management and virtual team orchestration
  • Amazing Leader:  Management experience in hiring, coaching and developing high-performing sales individuals
  • Market Maker:  Demonstrated results from creating and leading sales campaigns to prospect and win business from new accounts using outbound lead generation.
  • Education: BS/BA degree is required. MBA preferred.

 

About Bentley:
Bentley Systems is a global leader in providing architects, engineers, geospatial professionals, constructors, and owner-operators with comprehensive software solutions for advancing the design, construction, and operations of infrastructure. Bentley users leverage information mobility across disciplines and throughout the infrastructure lifecycle to deliver better-performing projects and assets. Bentley solutions encompass MicroStation applications for information modeling, ProjectWise collaboration services to deliver integrated projects, and AssetWise operations services to achieve intelligent infrastructure – complemented by worldwide professional services and comprehensive managed services.

 

Founded in 1984, Bentley has more than 3,000 colleagues in over 50 countries, more than $600 million in annual revenues, and since 2008 has invested more than $1 billion in research, development, and acquisitions.

  • Field of Practice: Civil-other
  • Industry: Consulting
0 Years of Experience