Commercial Strategy Specialist, Commercial Center of Excellence

Position Summary: 

We are seeking a Commercial Strategy Specialist to drive revenue growth and manage strategic risk across our high-growth businesses as they navigate major shifts in underlying technology and commercial models.  Reporting to the Commercial Program Strategist in our Commercial Center of Excellence, this role will support and drive commercial strategy for our core product licensing and program entitlements.  The Commercial Strategy Specialist will contribute to the company’s growth by working as a trusted advisor to our product and account leaders to ensure that Bentley maximizes the value of our product and service offerings and accelerates our transition to the AI and Data-driven workflow future of infrastructure engineering 

Your Day-to-Day: 

• Serve as a primary business partner on commercial strategy (including both commercial programs and packaging and pricing), advising key high-growth internal organizations (platform products, asset analytics, our partner ecosystem, and acquisition brands) helping them to maximize their growth during a critical period of expected technology and business model change 

• Lead the development of data-driven recommendations for commercial model migrations (new introductions and sunsetting current models), preparing strategies and incentives for cross-functional feedback and review by the Executive Leadership Team. 

• Collaborate with account and product leaders to understand how changes to our accounts’ business models and our product roadmap will impact our accounts’ changing needs and the resulting value of Bentley’s solutions 

• Conduct competitive and account research and synthesize insights to allow both an understanding of the value and gaps of our current offerings and identification of short-term commercial revenue opportunities 

• Support the design of successful change management, including pilot programs designed to experiment, understand, and incorporate learning where necessary to manage risk or build the case for change 

• Partner with leaders our account strategy and desk desk functions to provide account-facing colleagues with both strategic deal support and tactical recommendations that help optimize outcomes for large opportunities 

• Requires sitting or standing at will while performing work on a computer (or any other physical requirements). 

What You Bring to The Team: 

• Customer-centric mindset, passion for understanding how a company creates and monetizes value for its accounts, continuous learning of licensing and contracting best practices and emerging trends 

• Comfort taking an innovative approach by experimenting, learning, and adjusting programs while understanding and managing market and company risk 

• Passion for analytical rigor and high attention to detail balanced with ability to work quickly with imperfect information 

• Strong desire to work collaboratively and cross-functionally, with an ability to work in both leadership and support roles on multiple initiatives at a time 

• Excellent communication skills to articulate complex recommendations in a clear and compelling manner to a range of audiences, including senior executives 

Minimum Qualifications: 

• Bachelor’s degree in with 5+ years working in a commercial role (such as product management, renewal management), specifically focused on managing product or program entitlements 

• Project/Strategic Leadership: Experience leading multi-stakeholder strategic projects from inception to completion, identifying and developing solutions to challenging problems, tracking impact and course correcting when required. 

• Licensing/Commercial Expertise: Familiarity with software licensing models, including perpetual, subscription, and consumption models.  

• Contract/Negotiation: Experience with both establishing contract standards and negotiation.  

• Geographic Scope: Experience working with markets both inside and outside the United States. 

Preferred Qualifications: 

• MBA degree or 10+ years working in a commercial role, plus account-facing experience or P&L responsibility 

• Experience with Computer-Aided Design (CAD) products or other software designed to increase civil engineer productivity, ideally for infrastructure projects 

• Familiarity with emerging innovation in SaaS and Artificial Intelligence and current best practices to support growth through licensing, including targeted upgrade programs 

• Experience introducing strategic commercial changes, including migration programs for existing account bases 

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