Bentley Systems is the leading global provider of software solutions to engineers, architects, geospatial professionals, constructors, and owner-operators for the design, construction, and operations of infrastructure, including public works, utilities, industrial plants, and digital cities. Bentley’s MicroStation-based open modeling applications, and its open simulation applications, accelerate design integration; its ProjectWise and SYNCHRO offerings accelerate project delivery; and its AssetWise offerings accelerate asset and network performance. Spanning infrastructure engineering, Bentley’s iTwin Services are fundamentally advancing BIM and GIS to 4D digital twins.

Bentley Systems employs more than 3,500 colleagues, generates annual revenues of $700 million in 170 countries, and has invested more than $1 billion in research, development, and acquisitions since 2014. From inception in 1984, the company has remained majority-owned by its five founding Bentley brothers.

 

Role

As part of the Proposals Management group, the Proposal Manager is responsible for managing proposal engagements from qualification to contract award, contemplating competitive, solution, and internal governance elements, in support of the Proposal Management mission of advancing opportunities from lead to contract. Reports to Director, Proposal Management.

 

Experience

• At least three years of experience in proposal management, preferably in a complex, software/solution sales environment.
• Extensive experience managing individual proposal engagements—proactive and reactive, in parallel and under intense pressure—using Shipley-based proposal management practices.
• Advanced proposal management experience, including commercial positioning, competitive landscape, and interaction with key customer resources.

 

Qualifications

• Proven ability to analyze and synthesize information to support engagement decisions, strategic analysis, and differentiators and win themes.
• Highly skilled project manager; able to effectively convey expectations, efficiently guide pursuit participants, and deliver against timelines.
• Extremely effective communicator with complete fluency in English and Mandarin; capable of interacting with colleagues at every level and across every business line, enhancing process engagement from stakeholders.
• Demonstrated leadership ability and a recognized capacity to drive resources within other reporting structures to adhere to schedules and comprehensively deliver against expectations.
• Demonstrated skill in writing and editing technical and commercial content.
• Working knowledge of proposal automation tools (e.g., Upland Qvidian) and content and collaboration management systems (e.g., Microsoft SharePoint, Microsoft Teams).
• Combine uncompromising attention to detail with an informed understanding of the dynamics of software solution sales.

 

Responsibilities

• Review, analyze, and summarize requests from prospects (RFx) and requests from colleagues (proactive proposals) as basis for a compliant and responsive offering and/or positioning.
• Prepare, present, and control proposal development plans including timelines, outlines, and proposal templates.
• Identify, assemble, and drive team participants.
• Facilitate a complete competitive analysis for individual opportunities.
• Lead proposal development, including steering team based on agreed response strategies and supporting content creation.
• Continuously track and report progress against proposal development plan including making recommendations for content improvement and/or compliance.
• Manage the approval process.
• Oversee proposals production and on-time delivery.
• Identify, develop and continuously improve content for re-use.
• Work with Content Advancement Team and Solution Architects to cultivate and develop win themes.

 

Preferred Education and Certifications

• Minimum bachelor’s degree; preferred fields include Communication, Literature, Education, or related.
• APMP Foundation-Level or higher certification preferred.