Senior Partner Account Manager

Location: France, Ireland, the Netherlands, or Belgium.

Position Summary:
The Senior Partner Account Manager (SPAM) is a pivotal, revenue-driving role responsible for owning the partnership life cycle with the company's most critical and high-potential partners. This role involves establishing, cultivating, and nurturing product and technology partnerships with independent software and hardware vendors to drive significant business growth, enhance market presence, and deliver measurable revenue outcomes.
The SPAM acts as the primary point of contact for a portfolio of partners, balancing sales expertise with strong relationship management to ensure alignment, joint success, and predictable pipeline growth.

Responsibilities:
Partner Strategy & Relationship Management 

• Develop and execute strategic account plans for a portfolio of key partners to ensure sustainable growth and achieve or exceed annual revenue and pipeline targets.
• Cultivate and maintain strong relationships with existing and prospective partners, engaging with stakeholders at all levels, including C-level and Executive personnel.
• Serve as the end-to-end account owner, managing partner satisfaction, providing technical guidance, and overseeing the co-selling journey.
• Lead quarterly business reviews (QBRs) and executive sessions to review performance, align roadmaps, and identify new opportunities for deeper collaboration.

Sales & Go-to-Market Execution 

• Drive incremental revenue by actively converting partners and prospects into long-term strategic relationships, managing the sales cycle from outreach through close.
• Develop, document, and execute comprehensive partnering strategies to ensure mutual success.
• Lead negotiations to establish partnership terms, including agreements, contracts, and service level agreements (SLAs).
• Maintain accurate pipeline management, forecasts, and partner information within CRM systems (e.g., Salesforce), tracking conversion and identifying areas of opportunity/risk.
• Proactively conduct white space analysis to identify and execute up-sell and cross-sell opportunities within existing partner relationships.

Cross-functional Collaboration & Enablement

• Collaborate cross-functionally with internal teams, including Sales, Marketing, Product Development, and Legal, to ensure alignment and support for partnership initiatives.
• Orchestrate and deploy appropriate internal and partner teams to ensure successful sales outcomes, embodying a "One-Team" approach.
• Conduct market research and competitive analysis to identify trends, opportunities, and potential partners in the industry landscape.

Qualifications:
Experience 

• Minimum of 5-7 years of progressive experience in Partner Account Management, Channel Sales, Alliances, or Business Development within the technology or software industry.
• Proven track record of consistently meeting or exceeding individual and team revenue/pipeline goals through strategic partnerships and co-selling motions.
• Demonstrated experience handling large transactions, managing lengthy sales campaigns, and driving renewals, expansions, and up-sells of subscription-based solutions.
• Experience with Salesforce or other major CRM platforms is preferred.

Skills

• Strategic Thinking: Ability to think strategically and identify partnership opportunities that align with core business objectives and growth strategies.
• Negotiation: Proven ability to lead negotiations and finalize partnership terms and agreements that benefit all parties involved.
• Communication: Excellent written and verbal communication skills, including the ability to communicate effectively with internal and external executive stakeholders.
• Analytical: Strong analytical skills with the ability to interpret data and metrics to drive decision-making and optimize partnership performance.
• Adaptability: Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities and requirements.

Education 

• Bachelor’s degree in Business, Marketing, Computer Science, or a related field, or equivalent practical experience.

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.

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.

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