Regional Partner Manager

Regional Partner Manager  

Location: Sub Sahara Africa – Hybrid/Home based

Position Summary:

The Regional Partner Manager has responsibility for developing and educating new and existing Partners to maximize revenue opportunity at the direction of the Regional Partner Director/Partner SR Director, through leverage of Bentley team members and corporate resources.

Your Day-to-Day:

• Develop a strong network of contacts with the designated Partner Organizations in assigned region to identify new business opportunities.
• Collaborate with Regional Partner Director/Partner SR Director on sales programs with a primary focus on driving Partners to deliver more revenue.
• Collaborate with Partner Operations Team and Sales Organization to maximize revenue opportunity.
• Connect relevant Bentley resources to Partner sales activities. 
• Developing and tracking of Partner key performance indicators, as well as establishing Partner revenue targets, tiers and authorizations.
• Conduct Quarterly Business Review with assigned Partners and report the outcomes to Partner Director.
• Educate Partners on Bentley Organization and resources available for their business and product content.
• Assist with Partner onboarding and explain the importance of using Bentley LMS, Bentley LEARN, Be Empowered and Bentley Partner Portal.
• Educate Partners on specific marketing content for use in marketing activities.
• Respond to inbound enablement queries from these partners and route to relevant Bentley colleagues.
• Present profitable proposals to Partners that adds value to their end users and revenue streams.
• Remain current with Bentley products/solutions, industry trends and competitive offerings and attend all relevant training as directed by manager, completing to satisfactory standard.

ACCOUNTABILITY

• New Channel Growth

• Recruiting of new Partners as per Bentley sales requirements, excluding acquisition partners. 
• Monthly report of New Partner recruitment
• Review and approve all new regional Channel Partner appointments, documents, including contract, territory, and targets.

• Existing Partner Management

• Weekly, Monthly, Quarterly report of New Business Growth
• Maintain 3 C’s (Capacity, Capability and Coverage ability) of Partners.  
• Weekly report of Pipeline Gap Analysis
• Review and approve all Partner re-appointments, document updates, including contract, territory, targets, bonus values.
• Monthly status report of acquired partners (in last 18 months)
• Review and approval of Onboarding “events” for Partners and team
   

• Team

• Monthly QBR with Regional Partner Director - EMEA
• Monthly QBR with direct reports
• Monthly QBR with Channel Sales Desk
• Review and approval of direct reports travel and expenses.
• Coaching, mentoring and succession planning.

What You Bring to The Team:

• Bachelor’s degree or equivalent training and/or work experience
• 3-5 years’ experience as a Partner/Channel Manager is required.
• Proven sales experience in IT, engineering design, analysis, information and content management or project collaboration solutions. 
• Strong relationship skills and the ability to work through short or long sales cycles.
• Willingness to travel up to 60% of the time.
• Excellent communications skills.
• Microsoft Office Suite and CRM experience desirable.
• Marketing knowledge is valuable.

What We Offer:

• A great Team and culture – please see our Recruitment Video.
• An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction.
• Competitive Salary and benefits.
• The opportunity to work within a global and diverse international team.
• A supportive and collaborative environment.
• Colleague Recognition Awards.

Who We Are:

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, powered by the iTwin Platform for infrastructure digital twins, include MicroStation and Bentley Open applications for modeling and simulation, Seequent’s software for geoprofessionals, and Bentley Infrastructure Cloud encompassing ProjectWise for project delivery, SYNCHRO for construction management, and AssetWise for asset operations. Bentley Systems’ 5,000 colleagues generate annual revenues of more than $1 billion in 194 countries.

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.

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