Account Manager, Enterprise

Location: Hybrid - Sydney or Melbourne

Position Summary:

As an Account Manager, you will be responsible for managing and growing one or more accounts across Australia, New Zealand. These accounts are critical to Bentley’s success in the region and require a strategic, long-term approach focused on driving mutual growth and business value.  You will serve as a trusted advisor to your assigned customers, positioning Bentley as their partner of choice for new investments and digital transformation initiatives. Strategic accounts are expected to lead the adoption of Bentley’s commercial models, software solutions, and services, influencing broader ecosystem adoption across the market.  The role requires developing a deep understanding of each account’s business objectives, priorities, key projects, and digital strategy. By aligning Bentley’s solutions with customer goals, you will help ensure Bentley remains a critical part of their success. This insight will be documented and maintained through a comprehensive Account Plan that guides engagement, growth, and long-term account development.

Responsibilities:

• Achieve a trusted advisor status with your assigned accounts, leading to:
• The new business default is “Why Not Bentley?”
• Regular collaborative meetings occur.
• The Account routinely consults Bentley on matters regarding growth and strategy.
• Ongoing executive-level access is in place.
• Develop and maintain exemplary account plans for your assigned accounts, which will enable you to effectively communicate your vision and goals for the account. Enabling you to secure internal buy-in and support to develop the account.
• Proactively identify and cultivate new business opportunities within your territory, driving sales growth and exceeding quota by expanding Bentley's footprint in key whitespace areas. 
• Align and influence key stakeholders, both within the account's organization and across Bentley, to ensure flawless execution and mutual success. 
• Develop and manage a robust sales pipeline from prospecting to closure. You will lead negotiations for sales contracts and service agreements, all while maintaining meticulous records in our CRM and consistently executing to the Bentley Sales Process.
• Understand and comply with Public Sector Practices and Government Contracting regulations. 
• Develop and maintain working relationships with appropriate marketing, product advancement, and operational advancement teams to ensure your accounts are consistently viewed as strategic and that you receive the required cross-department support to realize your strategic account goals.
• Be an exemplary sales professional who other sales colleagues in the team aspire to emulate and seek inspiration and guidance from.
• Maintain appropriate levels of the market, industry, standards, commercial offerings, and product knowledge.
• Proactively engage in networking activities, attending key industry conferences, seminars, etc. establishing and nurturing strategic contacts determined to be key to Bentley’s short, medium- and long-term business success.
• Work to ensure that the market identifies and associates Bentley as an industry leader associated with key strategic projects and initiatives in the region.
• Champion the Bentley vision by articulating our value proposition to designers, engineers, architects, and infrastructure owners, ensuring they have the solutions needed to exceed their most ambitious business goals. 

Qualifications:

• At least 5 years of experience in selling software solutions to the Engineering and Infrastructure sector. Experience in Public Sector Selling is preferred.
• Industry Acumen: A solid understanding of engineering design processes, industry workflows, and the business challenges faced by large-scale infrastructure and construction organizations. 
• Executive-Level Communication: Exceptional written and verbal communication skills, with a proven ability to deliver compelling and persuasive presentations to senior executive audiences.
• Strategic & Disciplined Execution: A highly organized and disciplined approach to managing your time, pipeline, and account strategies, backed by a high level of personal integrity. 
• Inherent Drive & Motivation: A proactive, "can-do" attitude and the self-motivation to thrive in a dynamic, high-performance environment. 
• Willingness to Travel: This role requires up to 30% travel to engage with clients and internal teams. 
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).   

What We Offer:

• A great Team and culture – please see our colleague video.
• An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction - watch this short documentary about how we got our start.
• An attractive salary and benefits package.
• A commitment to inclusion, belonging, and colleague well-being through global initiatives and resource groups.
• A company committed to making a real difference by advancing the world’s infrastructure for a better quality of life, where your contributions help build a more sustainable, connected, and resilient world. Discover our latest user success stories for an insight into our global impact.

About Bentley Systems:

Around the world, infrastructure professionals rely on software from Bentley Systems to help them design, build, and operate better and more resilient infrastructure for transportation, water, energy, cities, and more. Founded in 1984 by engineers for engineers, Bentley is the partner of choice for engineering firms and owner-operators worldwide, with software that spans engineering disciplines, industry sectors, and all phases of the infrastructure lifecycle. Through our digital twin solutions, we help infrastructure professionals unlock the value of their data to transform project delivery and asset performance. 

www.bentley.com 

Equal Opportunity Employer:

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.