About Bentley Systems

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.

 

 

Do you have 5+ years of software or technology sales experience OR 3+ years in engineering, construction, or operations involving infrastructure assets in the Federal Government?

 

If so, we should talk! Bentley Systems seeks a talented individual to serve as a home-office based Sr. Account Manager. We are looking for a strong hunter with existing government connections to find new business for Bentley. If you have MBA-level skills with the ability to have meaningful business conversations with accounts, we need you.

Qualifications:

• Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.   
• Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
• Proficient: Specific consideration given for experience working with USACE and DoD accounts, as well as selling from the GSA schedule
• Significant experience delivering persuasive presentations to business decision makers.  
• Education: BS/BA degree is required (degree in Computer Science, Information Technology, or Engineering preferred); MBA preferred.
• Ability to travel up to 50%.

 

Day-to-Day Responsibilities:

• Embrace the Bentley Sales Process to:
  • Present Bentley’s value proposition and tailor it for each prospect
  • Prospect for/Qualify leads 
  • Be prepared to quantify value to accounts through the use of Outcome-based selling methodology
  • Develop and negotiate proposals 
• Prospect into specified growth/partner accounts currently with Bentley portfolio, as well as identify and prospect into net-new accounts to Bentley
• Develop, adhere to, and modify effective growth/partner account plans for specified accounts
• Develop and manage sales pipeline/opportunities and accurately forecast business weekly, monthly and quarterly
• Develop relationships at various levels – C-Level, VP’s, Directors - with growth/partner accounts through use of direct sales techniques and conduct on-site meetings
• Detailed knowledge and understanding of all Commercial Offerings and Software Support Policies
• Prepare and conduct Quarterly Business Reviews and/or discuss strategic initiatives to grow the account with key solutions
• Prospect for and close software, subscriptions and services sales to engineers, architects, and constructors utilizing Corporate approved campaigns and/or targeted team initiatives
• High level use and comfort utilizing social media and prospecting intelligence resources
• Negotiate sales and/or service agreements
• Review and address appropriate RFP’s/RFQ’s/RFI’s
• Follow-up on leads generated from corporate websites, trade-shows, seminars, and collaborative sourcing efforts
• Adhere to the Bentley Sales Process fully utilizing SAP Cloud for Sales (C4S) as a daily sales tool and reporting system
• Schedule and effectively engage technical colleagues to undertake solution proof and technical briefing needs to drive the close of a sale to meet revenue and quota goals
• Host and co-present web presentations and demonstrations with Bentley Product Managers, Application Engineers, and/or Technical Leads/SME’s
• Engage with and/or hand-off specific product qualification and Opportunity related activities to Product Team members
• Periodically attend national and regional tradeshows/conferences
• Maintain a high knowledge level of the company's solutions and services
• Work daily with designated Bentley Account Representative to ensure accounts in territory are being addressed for any needs and issues that arise

 

What You Bring To The Team:

• Experience selling engineering software or information management solutions and its related implementation services
• 5+ Experience in selling enterprise software solutions
• 3+ Experience in selling to government entities (Special consideration for experience with USACE and DoD)
• Experience selling Enterprise Subscription models
• Excellent Microsoft Office and other computers skills a must
• A proven track record of successfully managing a field sales territory
• This is a sales position – you will need strong presentation, written, and oral communication skills!
• Possess a general understanding of business organizations and strategies
• High drive to achieve with a professional and coachable attitude
• Proficient in a team environment as well as on solo projects
• Capable of making executive-level calls, developing solutions that help the client, and then mobilizing the internal assets to deliver on time and above expectations
• Seeking experience with infrastructure industry knowledge as related to best practices to drive new market sales
• Commercial acumen, industry credibility, and professional demeanor

 

Role Expectations:

A high performing team member will:

• Achieve and exceed annual sales quota target
• Achieve company, team, and personal/professional development goals 
• Demonstrate highly consistent engagement, curiosity, and a strong desire to learn and grow
• Persistent and effective business development and prospecting efforts utilizing corporate campaign programs and self-generated campaigns
• Understand and demonstrate good use of the Bentley Sales methodologies
• Appreciate the value of our strong winning team through a culture of proactive feedback
• Demonstrate effective collaboration with colleagues and build effective internal colleague networks
• Demonstrate sales proficiency and is knowledgeable on assigned Enterprise solutions and Commercial Programs

 

Equal Opportunity Employer/Minorities/Females/Veterans/Disabled

Bentley is an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, sex, disability, protected veteran status, religion, national origin, age or any other protected characteristic.  Additional information about your rights as an applicant under the law may be found by clicking here and here.

 

Bentley participates in e-Verify / Bentley participa en e-Verify

 

Right to Work / Derecho a Trabajar

We encourage you to request a reasonable accommodation  if you are not able to fully use or access our online application system.   You can make an accommodation request by calling 610-458-5000 or sending us an email at disabilityrequest@bentley.com. 

 

Search Firm Disclosure:
Please be aware Bentley is not accepting unsolicited assistance from search firms for this employment opportunity. This includes any phone calls or emails. All resumes submitted by search firms to any employee at Bentley via-email, the Internet (including social media) or in any form and/or method for this specific position in the absence of a written recruiting agreement executed by both you and/or your firm and Bentley will be deemed the sole property of Bentley and no fee will be paid in the event the candidate is hired by Bentley.