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

 

 

Position Summary 

 

We have the ideal opportunity for an Account Manager, who will develop and execute campaigns for generating and driving new business, as well as maintaining and developing relationships in an assigned set of accounts. The Account Manager is responsible for selling enterprise-level solutions to support project delivery and operations & management – as well as enterprise-level commercial offerings – into assigned accounts. They will act as the primary contact within specified accounts to determine the sales strategy and negotiate and implement approved contracts. The ideal candidate will thrive in a fast-paced, sales environment.  

 

Responsibilities 

• Generate sales revenue to meet or exceed established sales goals in software products, services, training and subscriptions.  

• Develop and grow the business opportunities in the assigned accounts base through his/her own efforts and those of associated Application Engineers and selected distribution partners. 

• Through the use of account management planning and direct sales meetings with assigned end-users/customers, develop the relationships at various levels within a given accounts, sets up product demonstrations, and closes sales to meet the revenue goals 

• Acts as primary contact with specified accounts by: a) acting as liaison for all communications to and from the account; b) determining the sales strategy and follow-up; and c) negotiating and implementing approved contracts 

• Participates in sales events such as: trade shows, territory product demonstration seminars, customer specific technical demonstrations, etc. 

• Develop new and adopt approved sales strategies. Establish sales implementation plans for assigned customer base 

• Prepare sales reports in SAP CRM on various aspects of his/her sales activities in the territory assigned to include such things as: forecasts, comparative sales data, etc. 

• Utilize CRM system to research accounts, log, and track all activities including meetings, leads, opportunities, quotes, and closed sales. 

• Maintain a high knowledge level of the company's products and services, as well as knowledge on the particular Industry workflows, business drivers, macro-economics and major players. 

• Create effective business plans to expand use of Bentley technology within assigned accounts. 

• Prospect for new business opportunities and driving sales in assigned territory to exceed quota. 

• Develop relationships at various levels including C-Level, VP’s and Directors within assigned accounts through use of direct sales techniques and conduct on-site meetings. 

• Develop a sales pipeline and forecast all revenue by effectively following sales process and managing all opportunities in CRM. Adhere to the Bentley Sales Process fully utilizing SAP Cloud for Sales (C4S) as a daily sales tool and reporting system 

• Promote our value proposition to designers, engineers, architects, contractors and owners by providing technical solutions to help the customer's meet or exceed business objectives. 

• Maintain a detailed knowledge and understanding of all Commercial Offerings and Software Support Policies. 

• High level use and comfort utilizing social media and prospecting intelligence resources. 

• Negotiate sales and/or service agreements. 

• Cover accounts assigned in geography. 

• Establish and develop business relationships in existing and new accounts. 

• Prospecting existing customers daily. 

• Prospect software solutions and services to companies that design, build, and operate infrastructure in the Territory.  

• Respond to leads/prospects researching company solutions via corporate websites, trade-shows, seminars and collaborative sourcing efforts. 

• Providing webinars to prospects for selected products and offers. 

• Utilize company CRM and Reporting systems to manage accounts, contacts, leads, opportunities, and forecast. 

• Maintain a good knowledge level of the company's commercial offerings.  

• Market and sell value proposition of Bentley Institute offerings to academic institutions through lead generating sales activities, such as: outbound calling campaigns, data clean up and account research. 

• Work directly with existing and new users making outbound calls and create sales opportunities for the account management team. 

• Well-rounded understanding of the products and services being offered. Ability to describe the product benefits and any special offers and give advice about how these may benefit customers personally. 

• Understand the different buying needs and opportunities of potential academic users in your territory. 

• Provide concise feedback on campaigns, scripts, opportunities and client perception in both CRM and to the sales team. 

• Handle high volume of inbound and outbound calls. 

• Other duties as assigned. 

 

Required Knowledge, Skills or Abilities 

• Engineering related degree or equivalent experience is required. 

• Graduate level education preferred. 

• 5+ Sales experience in strategic selling into major rail/road industry accounts. 

• Minimum of 5 years proven experience in selling software solutions into the Engineering and infrastructure.  

• Minimum 2 years of sales experience in telesales are required.  

• A successful track record of selling software, or technical products or services 

• An understanding of the Civil engineering market including owners and operators of Russian Civil engineering industry is required. 

• Knowledge of ECM solutions and BIM are required and ideally with a background in Construction. Experience in Asset Management solutions a plus. 

• PC literacy with appropriate MS Office applications proficiency. 

• Software proficiency in Microsoft Office Suite required. SAP experience a plus. 

• Proficiency with company products portfolio at a business level. 

• Exposure to multi-national software companies and software subscription sales models an advantage. 

• Experience or background in the AEC advantageous.  

• Ability to uncover the prospect’s needs and business goals and determine whether our solution/product offer addresses their problem or issue. 

• A passion for hitting targets. 

• A hunter sales mentality and desire to over achieve on your target. 

• English language skills required. 

• Excellent verbal and written communication skills required with the ability to effectively present information to customers via the telephone. 

• Very well disciplined and organized with a high level of personal integrity. 

• Self-motivating “can-do”-attitude. 

• A willingness to learn and openness to feedback.   

• A confident and friendly manner and a positive attitude. 

• A polite, confident and friendly manner and a positive attitude. 

• A conscientious, disciplined, organized, credible, and adaptable professional. 

• Highly motivated and service-oriented with excellent phone skills required. 

• Must be detail oriented, resourceful and inquisitive. 

• Flexibility and quick thinking. 

• Perseverance and the ability to respect users answers with poise. 

• Creative thinker and strong ability to use initiative in a sales environment. 

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.