About Bentley Systems

 

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

 

 

Main Job Summary

 

The Senior Anti-Piracy Manager is responsible and accountable for the overall license compliance revenue in China, including exploration of new cases at customers (piracy or over-usage of BENTLEY licenses beyond existing SW contracts). In order to achieve his/her mission and targets Senior License Compliance Manager must engage and leverage multiple stakeholders in the related BENTLEY landscape (internal and external). This role combines business strategy and execution coordination as well as operational direct sales.

 

Main Responsibilities:

1. Manage China Compliance team to achieve Company goal given. Take full ownership for closing all compliance sales opportunities within the assigned territory and maximizing SW license revenue from compliance cases.
2. Directly interact with customers to position and represent BENTLEY’s claim against them.
3.  Support team member, Account Manager and Inside Sales Executives to develop the right sales tactics for small compliance cases, through to closure.
4.  Professional management of all assigned direct sales cases.
5. Explore all possible potential for compliance sales cases within the assigned territory e.g. drive together with the Local License Audit team exploration of BENTLEY contracts beyond existing audit processes (e.g. non-auditable engines; specific contract types…, etc).
6. Coordinate enforcement actions with law firm, compliance agency and Government authorities.
7.  Professional interaction and leveraging of all internal stakeholders (Sales Management, COO, Legal, F&A within and region etc)
8.  Develop and execute strategies and tactics for License Compliance sales & handling of non responding customers
9.  Work with the responsible local stakeholders (i.e. Sales team, Sales mgmt, legal) to trigger required follow-up and escalation activities for each individual case.
10.  Work closely with BENTLEY regional legal staff to develop and execute license compliance enforcement tactics as needed on escalated customer situations, and hence become expert and regional center of excellence for local/regional enforcement environments.

 

Requirements: ( EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES)

 

1. University degree preferred.
2. Several years of experience in-licenses compliance.
3. Comfortable and experienced with senior executive audiences and a very professional and mature customer interfacing profile
4. Energetic and goal-oriented, strong leadership qualities (cross-functional and multi-national teams)

 

WORK EXPERIENCE

 

1. 10 years minimum experience in SW licenses compliance
2. General Sales Skills (BENTLEY experience highly preferred)
3. Understand software subscription Licensing Models and leasing license models
4. Audit experience and knowledge a plus;
5. Willing to travel across the country to negotiate with noncompliance customers.
6. Strong negotiation skills; experience in adversarial situations highly preferred
7. Highly organised, able to work effectively in a matrixe

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.