Regional Director, Enterprise

Location: Home-based, Western USA

Position Summary: 

Are you ready to be a champion of change and a trusted leader at Bentley Systems? As Regional Director, Enterprise, you will play a pivotal role each day by guiding, inspiring, and empowering your team to achieve outstanding results. You will lead by example through regular coaching sessions, developing strategic account plans tailored to each client, and collaborating closely with cross-functional teams to accelerate digital adoption and maximize annual recurring revenue (ARR) growth. 

Your daily impact will include setting clear expectations for your team, monitoring progress toward ambitious sales targets, and providing actionable feedback during 1:1 meetings. You will work hand in hand with account managers to remove obstacles, refine sales strategies, and ensure users realize the full value of Bentley’s digital solutions. As a champion of change, your leadership will directly drive the success of our enterprise initiatives and contribute to Bentley Systems’ growth and innovation. 

If you are passionate about creating a culture of accountability, fostering professional development, and leading your team to new heights, this is your opportunity to inspire and make a lasting impact. 

Responsibilities: 

• Lead a team of account managers to meet and exceed planned sales goals and quotas by helping them overcome internal and external obstacles to building pipelines and closing business. 

• Develop a long-term strategic business plan to deliver on growth targets in line with corporate and business unit strategy. Ensure strategy and any associated initiatives are appropriately scoped, organized, and resourced, with clear definition of success. 

• Oversee the development of account strategy for the managed accounts to identify opportunities and expand use of Bentley technologies. Coach sales teams to increase effectiveness and quality in account strategy development. 

• Lead on “sell with” initiatives within account portfolio. 

• Build and manage sales pipeline and forecast all revenue accurately through rigorous account planning, executing the Bentley Sales Process and using Salesforce as your daily sales tool and reporting system. Review pipeline regularly and be intimately aware at all times of pipeline status. 

• Set and track individual sales targets and goals with a team of Account Managers. 

• Empower colleagues to take responsibility for their jobs and goals, creating accountability and providing regular feedback incl. through regular 1:1s. 

• Support and coach your team in negotiating sales and/or service agreements. 

• Support and guide them to develop the best deal for Bentley and the account, providing support all the way from opportunity creation to closure incl. through deal desk or proposal review processes. 

• Consciously create a workplace culture that is consistent with the overall Bentley mission and values. Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts. 

• Execute performance management and support colleague development and training to meet the organization’s expectations for productivity, quality, and goal accomplishment. 

• Guide and direct team members in the area of individual career development, conduct regular 1:1s, and ensure ongoing development and continued education of the team in support of business objectives. 

• Work cross-functionally with other teams in the business including success management, solution engineering and services, marketing, product management, and Colleague Success to drive business goals forward. 

• Promote the Bentley Systems vision, strategy, and value proposition to designers, engineers, architects, contractors, and owners to help accounts meet or exceed their business objectives. 

• Maintain a high knowledge level of the company's solutions and services. 

• This role will require up to 50% travel. 

• This is a full-time people management role, which involves significant collaboration and coordination with direct reports, peers, leadership, and other colleagues. 

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

Qualifications: 

• 7-10 years of quota achievement in Enterprise SaaS sales in the infrastructure and/or related Engineering fields; 2+ years of leading a sales team. 

• Knowledge of AEC space. 

• Strong ability to develop and execute strategic plans and align resources to deliver, coupled with exceptional business agility to adapt to changing market conditions and capitalize on new opportunities. 

• Comfortable cascading a connected vision, strategy, and goals to all levels inside and outside of your organization to drive effective outcomes. Excellent ability to communicate a vision, understand how to leverage Bentley’s offerings and commercial models to achieve the vision, and set appropriate team goals. 

• Demonstrated ability to execute cross-functionally, you can effectively align goals with other teams you do not directly manage and manage to deliver. 

• Demonstrated ability to effectively set expectations for performance, coach and manage those expectations, and provide appropriate feedback to your team to enable continuous improvement. 

• You are accountable for and take ownership of your team’s performance and results. 

• Action-orientated with strong problem solving and organizational skills. Ability to quickly adapt to change and continue to deliver effectively. 

• A continuous improvement mindset, you seek to proactively problem solve and propose solutions using data to drive decisions. 

• Understands how to lead and motivate both individual contributors and managers to perform to a high level with consistency and sustainability. 

• Capable and courageous to make the difficult decisions necessary for business success. 

• Experience in leveraging data for analysis and synthesis, creating actionable insights, drawing data-driven conclusions, and establishing metrics and reports to monitor performance 

• Demonstrated ability to hire, manage, and develop talent, and lead high performing teams. Software proficiency in Microsoft Office Suite is required; experience with PowerBI / Salesforce is preferred. 

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 wellbeing through global initiatives and resource groups.  

• A company committed to making a real difference by advancing the world’s infrastructure for 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.  

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