Cyril Sebastian

• Responsible for promoting \ selling Bentley's ProjectWise Corporate and Regional accounts in my territory.
• Working closely with the channel partners to develop their markets, educate them on Bentley Solutions and managing their opportunities \ pipeline.
• Helping the assigned accounts solving the technical problems and following up with the related department.
• Managing pipeline of sales leads provided by marketing, promoting and developing new business in my market.
• Preparing action plans and schedules to identify specific targets and to project number of contacts to be made to achieve revenue targets.
• Developing the relationships at various levels within a given account through the use of direct sales techniques.
• Prospecting for and closing engineering design, analysis and information management software sales to engineers, architects, constructors, manufacturers and owners operators.
• Establishing and developing business relationships.
• Negotiating and implementing approved contracts.
• Scheduling product demonstrations and closing sales to meet the revenue goals.
• Utilize SAP CRM and Reporting systems to manage accounts, contacts, leads, opportunities, and forecast.
• Creating and managing effective account and territory business plans.
• Hosting and co-presenting direct \ web presentations and demonstrations with application Engineers for prospects and users.
• Periodically attending national and regional trade-shows/conferences
• Maintaining a high knowledge level of the company's products and services.

AssaiDCMS is the leading document control and document management software for oil & gas, engineering and construction
• Sell and promote Assai document management solution in MENA
• Achieve required sales targets
• Meet target for calling prospect and lead follow up
• Generate new leads and prospect for opportunities
• Identify new key clients and set goals and plans for securing new clients
• Attend and participate in industry functions, product seminars and trade shows
• Manage time effectively to ensure maximum productivity
• Update and maintain accurate data on CRM / Sales Force
• Prepare written presentation and proposal
• Maintain excellent knowledge of Assai’s products including their demonstration, pricing and administrative procedures.
• Understand competitors' products in terms of positioning, features and benefits, pricing account acquisition strategies

Notable Highlights

• Achieved revenue worth USD 1.2 Million in a period of 12 months with record contributions from EPCL: $1 million.
• Created additional business opportunities from new first time clients.

Job involves working with owner organizations, project management consultants, EPC contractors & engineering consultants in Power, Oil & Gas, Mining, Water and
Infra sectors to offer Real Time Progress Monitoring System(Project Lifecycle management System). Responsible for the end to end sales in the Middle East region.



• Preparing Business Plans and fixing Targets for team and Channel Partner and monitoring them on monthly basis.
• Understand and analyse customer’s business need, mapping the business process with customer business needs. Communicate and monitor the implementation of the system as per the customer requirements.

• Creation of business proposals for Wrench, making presentation, demonstration, Benchmarks, creating RFQ’s, RFP’s & Proof of concepts for Wrench solution

• Sell PLM solutions to existing and new customers in the region with the objective to develop a long-term relationship to achieve sales target and generate continuous revenue.

• To identify and list new prospects for each vertical industry for the products in the region.

• Generate leads from existing funnel and personal contacts in industries and to work on it with technical pre- sales team till the release of PO.

• Co-ordinate with the technical team to study the customer specific challenges and communicate the product specific features to address these challenges.

• Develop business strategies by working closely with BD group to expand the sales of Wrench.
• Ensure timely, accurate and detailed responses to both internal and external customer inquiries as well as escalate to management as appropriate.
• Responsible for preparing weekly & monthly sales reports, collection reports and meeting with all segments and preparing pricing strategy.

Notable Highlights
Successfully closed Emirates national oil company (ENOC) business, Al Hassan Oman business and Kathib and Alami, China Petroleum Pipeline Engineering business worth 5 million USD.

Major Projects Handled
Project Title Implementation of Wrench Solutions
Client

Team Size 15
Responsibilities Worked with IT team and helped them to develop new banking system for retail bank use.