Senior Sales Manager

Date: Mar 2, 2024

Location: Remote, FR

Company: Bentley Systems

Location:  France (Office-Based, Hybrid, or Remote)

 

Position Summary:

Industries are digitally transforming, and the Senior Sales Manager role is at the leading edge of this transformation journey with our accounts. 

The goal is to act also as a Business Development Function to lead industry digital solutions engagements and opportunities with Bentley’s users, with deep industry knowledge and experience to access the Eco-System of Transportation and Utilities along with its Owner Operators, key projects, and key users.

The Senior Sales Manager is responsible for building, leading, and scaling a talented team of account managers for the assigned Region and Industry. The role assumes responsibility for growing the sales team to help drive complex deal transactions with revenue accountability, also on directly assigned Lighthouse Accounts.

Serve as an ‘in context’ coach to Regional Directors and Account Managers who manage the selected accounts in 3 key areas – long-range account planning, discrete opportunity planning and execution, and structuring a collaborative win-with approach considering how money flows through Government Agencies, Government / EU driven funds, and infrastructure projects including its Eco-System. 

 

Your Day-to-Day:

  • Lead a team of Account Managers in developing, growing, and enhancing their accounts.
  • Coach, mentor, and develop colleagues, leverage feedback processes, and monitor performance.
  • Develop a strong development and management pipeline and drive accurate forecasting.
  • Help build and constantly enhance strategic account plans.
  • Plan and communicate clearly to ensure the best use of companywide resources.
  • Negotiating and implementing approved sales agreements and contracts.
  • Ensure Bentley's Sales Process is adhered to in all sales situations.
  • Provide clear and concise communication of activities.
  • Lead by example, personally engaging at the CxO level, demonstrating industry/business insight, supporting and coaching team on new opportunity discovery and acceleration.
  • Hold team accountable for sales execution, driving excellence in new business planning, pipeline management, forecasting, and close planning. Act as the foundation and centre for industry information on trends, projects, and news, sharing information with the sales, marketing, and other Bentley teams.
  • Work with the Bentley industry/account-focused sales teams as the industry subject matter expert in envisioning the Digital Transformation opportunities for Bentley within these industries.
  • Play an active part in account planning for expansion and whitespace discovery within Key Industry accounts and winning new business from project eco-systems.
  • Regularly interact with government accounts in conjunction with the Account Managers.

 

What You Bring to the Team: 

  • Bachelor’s degree in Computer Science, Information Technology, or Engineering or equivalent experience.
  • 2+ years of Sales Management experience, with 5+ years of technology-related experience.
  • Experience selling to multiple sectors and industries, State Government, Utilities, Manufacturing, Oil & Gas, and Construction.
  • Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Insight Selling, etc.) and sales methodologies.
  • Significant experience delivering persuasive presentations to business decision-makers.
  • Strong negotiation, organizational, presentation, financial acumen, and written and verbal communication skills.
  • Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management, and virtual team orchestration.
  • An understanding and practical experience of selling Enterprise agreements.
  • An exceptional track record of quarterly and annual over-quota performances.
  • New business and growth attitude, always looking to improve in all aspects of day-to-day activities.
  • Practical and relevant knowledge of the Infrastructure market, our accounts, competitors, and market trends.
  • Takes a leading role in demonstrating effective collaboration with colleagues and building effective internal colleague networks, to support sales success.

 

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 diversely international team.
  • A supportive and collaborative environment.
  • Colleague Recognition Awards.

 

 

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, 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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