Director of Enterprise Offerings

 

Location: Denver Colorado, however, we have flexibility in terms of location based on the candidate

 

Position Summary:

This role will demand strong leadership and collaboration with different internal teams within Bentley Systems with the intent to lead and drive significant enterprise deals delivering significant growth in ARR.  Not only will this role intentionally enable ARR growth through selected account engagements but will also serve as an ‘in context’ coach to Account Managers who manage the selected accounts in 3 key areas – long range account planning, discrete opportunity planning and execution, and structuring a collaborative win-with approach with the intent to position for mutual top line growth opportunities in EPCs.

This role will lead the effort to drive deal execution as well as focusing on expanding the Bentley Systems 'footprint' within selected accounts and developing these accounts into referenceable advocates leveraging the full product portfolio. 

In short, you will develop and close enterprise programs, drive growth & adoption leveraging annualized service offerings, as well as be responsible for growing the business relationship within the accounts to meet/exceed financial and business objectives.  Enable in context education, coaching and training for Account Managers to enable broad execution of the enterprise program.  Position reports directly to VP North America.

 

Your Day-to-Day:

• Works closely with the North America Account Advancement team in selected accounts to deliver enterprise program success through flawless execution.  Through direct action and active coaching this role will maximize ARR and secure sustained ARR growth by scaling the team’s ability to engage, execute and secure win-with relationships with selected accounts.
• Regularly interacts with selected accounts in conjunction with the AMs. Flawless program execution will serve as an ‘in context’ collaborative learning environment for AMs enabling the rapid scaling of the enterprise program offering.  The net result will be sustained ARR growth and the ability for teams to focus on expansion of Bentley technology in the user environment.
• Intentionally model, coach and train AMs and RDs on how to develop business focused executive relationships within the select accounts that deliver impact.  Translates user challenges and opportunities into unique business value and ensures the Bentley Systems team builds and executes on a comprehensive business plan… to include the construction and maintenance of a forward-looking opportunity pipeline and execution of rigorous call planning process to drive business results.  Always looking for opportunities to drive continuous improvement in moving Bentley Systems from vendor to trusted advisor.
• Monitor effectiveness of our enterprise program offerings and determine efficiency and effectiveness. Recommend improvements to achieve and deliver improved results. Implement and follow standards and policies as defined by senior management.
• Responsible for selection, mentoring, coaching, performance management and assessment including rewards and recognition. This includes team building with those from other units who participate on projects.
• May lead or sponsor cross functional projects related to streamlining and/or improving engagement processes and systems.

 

What You Bring to The Team:

• Bachelor’s Degree
• 10+ Years’ Experience in Enterprise Sales
• 5+ Years in Experience in Team Leadership and Mentoring
• Experience in AEC, Utilities and Government sectors a must
• Ability to engage at the executive level within organizations
• Skill in crafting and negotiation of unique business terms and agreements for mutual benefit

 

Core Competencies:

• Meets/exceeds ARR targets, maximizes individual opportunities and structures engagements for sustained growth.
• Plans, executes, and improves work processes to ensure achievement of business goals.  Monitors progress of groups and redirects efforts when goals change or are not met.  Holds self, own group and other organizational leaders accountable for achieving goals. 
• Develops plans, action steps, and timetables for projects; prepares realistic estimates of budget, staff, and other resource requirements. 
• Creates systems and processes that make it easy for users to do business with Bentley Systems.  Ensures that user issues are resolved, pulling the right groups together to be in service for the user. 
• Takes personal and organizational risks to achieve organizational success and supports others who do so.  Encourages others to take appropriate risks, shaping an environment where people are empowered to step up and take responsibility. Helps deal with failure of well-reasoned ventures.
• Articulates and inspires commitment to a plan of action aligned with organizational mission and goals.  Fosters a sense of energy, ownership, and personal commitment to the work. 
• Deals effectively with ambiguity and change and adapts appropriately to new situations. Willingly adapts to shifting or competing priorities. 
• Identifies and analyzes information to make decisions and solve problems.  Gathers and analyzes the most critical information needed to understand problems.  Able to make decisions in the face of uncertainty and difficult circumstances.
• Stays abreast of key competitor actions and their implications or threats to the business. Evaluates and pursues initiatives, investments (e.g. tools and systems), and opportunities based on their fit with Bentley Systems’ broader strategies.
• Applies financial knowledge and methods to address user business issues.  Draws accurate conclusions from financial and quantitative information in order to drive action. 
• Understands the implications of working for a global company, establishes effective business operations across multiple countries and/or regions as appropriate in context to enterprise pursuits.  Conveys an understanding of the department’s global market position, opportunities, capabilities, and competitive threats.