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Senior Sales Enablement Advisor

Date: Jul 22, 2022

Location: Exton, PA, US, 19341

Company: Bentley Systems

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 geoprofessional software portfolio, and the iTwin platform for infrastructure digital twins. Bentley Systems employs more than 4,500 colleagues and generates annual revenues of approximately $1 billion in 186 countries.

www.bentley.com<http://www.bentley.com>

 

POSITION SUMMARY

As part of the Bentley Sales Enablement Team and reporting to the Director, Sales Communications and Enablement, the Sr. Sales Enablement Advisor will work to support our global sales enablement and education efforts. The successful candidate will bring direct sales experience and perspective to this role—however this position is not a sales position. The Sr. Sales Enablement Advisor will work closely with Account Advancement Group (Sales) colleagues and Enablement leads to coordinate, develop, facilitate, and deliver enablement programs, trainings, workshops and more. Additionally, the Sales Enablement Advisor will support efforts related to sales coaching and training of front-line sales colleagues to improve knowledge-based and skills-based learning.  

 

The Sales Enablement Advisor must be flexible, pro-active and take a creative approach to ensuring our internal colleagues are able to achieve their learning goals and are empowered to effectively position Bentley solutions to their accounts and users.

 

RESPONSIBILITIES

  • Maintain a deep understanding of Bentley’s Sales Process (BSP) as well as Bentley’s business goals and strategic priorities. Work to align sales enablement and training programs to ensure they are focused on the strategic priorities and adhere to the stages of the BSP.
  • Develop and maintain strong stakeholder relationships through regular dialogue at all levels and across multiple teams. Partner with various teams including Account Advancement, Product, User Success, Sales Operations, and other counterparts to identify key areas of focus for enablement, education, and professional development.
  • Work in the field with our first lines sales managers to build best practices and give coaching where necessary or requested to help with sales motion activities (prospecting, opportunity creation, gate-keeper tactics, champion management, decision-maker identification, value propositions, ROI calculation, etc.).
  • Liaison with Sales Enablement leads on the development of enablement and training content and resources by providing sales-focused perspective and guidance. Content may be developed to be delivered online, consumed on-demand, and/or presented via in-person or virtual live training.
  • Articulate, in easy-to-digest language and format(s) designed for consumption by internal audience, how concepts, solutions, capabilities, and strategies impact Bentley Accounts and Users. Consult/work with Subject Matter Experts and Sales Enablement leads to package material in an effective and engaging way.
  • Identify and curate reusable, evergreen content for primary consumption by Account Advancement Sales colleagues with secondary consumption by supporting teams (e.g., Sales Operations, Product Advancement, User Success).
  • Coordinate with Sales Enablement leads to identify and assess the impact of learning, by setting clear success criteria then measuring and reporting on learning outcomes. Provide analysis and feedback on training events and enablement programs with the goal of optimizing results.
  • Deliver virtual and instructor-led enablement and training programs to improve skills, sales knowledge, and application of the Bentley Sales Process (BSP).
  • Partner with Sales Enablement and Sales Communications leads to document, develop, train, and implement best practices regarding enablement initiatives, competitive differentiation, and account/user engagement.
  • Support new colleague onboarding and matriculation, colleague education related to new and updated enablement curriculum, and training/coaching focused on developing sales skills and sales fundamentals.
  • Play an active role in improving the sales matriculation experience by creating and implementing exercises and content deigned to help new Account Advancement colleagues effectively get up to speed and onboarded.
  • Work across the field sales organization to drive adoption and usage of Bentley sales enablement content, sales process, and methodology, along with the Bentley value proposition to help lead to a positive business outcome.

 

QUALIFICATIONS

  • Prior sales experience in a fast-paced, technology software company is a must. This is NOT a sales role.
  • Expert knowledge of various sales process and sales methodologies.
  • Excellent presentation, communication and writing skills. Ability to multi-task and superior time-management skills.
  • Ability to handle diverse groups of employees, including international audiences.
  • Comfortable working in both in-person and virtual settings.
  • Ability to establish credibility and create confidence quickly and easily.
  • Excellent organization and prioritization skills with a strong attention to detail and ability to meet deadlines. 
  • Dynamic teaching/coaching skills and presence are necessary for the role.
  • Excellent communication, presentation and writing skills; able to provide first-pass assessment of meaning and effectiveness of enablement content.
  • Detail- and process-oriented; develops and distributes documentation of processes necessary to generate good enablement content.
  • Understanding of how to work in large organizations with multiple stakeholders and centers of decision-making; ability to work with large range of individuals in a patient and focused way.
  • High proficiency in Windows and Windows Office applications and comfortable learning new technologies and tools.
  • Proven leadership skills.
  • Willingness to travel domestically and internationally up to 25%
  • Self-directed; able to multi-task and prioritize while applying exacting standards and exceeding expectations.
  • Requires sitting or standing at will while performing work on a computer. The role requires communication with managers, peers, and other colleagues of the company in person (on occasion), and by utilizing Microsoft Teams chat, calling and meeting functions.

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Equal Opportunity Employer

Bentley is an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, sex, sexual orientation, gender identity, disability, protected veteran status, religion, national origin, age, or any other protected characteristic.  This commitment extends to all aspects of employment, including, but not limited to, hiring, placement, promotion, compensation, and training. EEO is the Law and EEO is the Law Supplement documents provide additional information about your rights as an applicant under the law.

 

 Bentley Policy on EEO, Affirmative Action and Pay Transparency Non-Discrimination https://prod-bentleycdn.azureedge.net/-/media/files/documents/careers/bentley-eeoaa-statement-of-policy.pdf?la=en&modified=20211005082651

 Bentley participates in e-Verify / Bentley participa en e-Verify / Right to Work Notice https://prod-bentleycdn.azureedge.net/-/media/files/documents/careers/e-verify-poster.pdf?la=en&modified=20210929150033

 

Request an Accommodation

As an Equal Opportunity Employer, Bentley is committed to providing reasonable accommodations to applicants with disabilities. 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


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