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Sales Director, Digital Co-Ventures

Date: Jan 12, 2021

Location: DE

Company: Bentley Systems

Position Summary

Bentley Systems seeks an experienced Global Sales leader with an exceptional success record to join its Digital Co-Ventures (DCV) business unit.

The DCV business unit generates revenue growth for Bentley through strategic partnership relationships with complimentary organizations in global infrastructure lifecycle management industries.  These established co-venture partnerships include a portfolio of co-development, co-market, co-sell and sell-to business motions.

The Digital Co-Ventures (DCV) Sales Director is responsible for directing and enabling the co-selling activities of the strategic partner organization, namely selling to its customers.  This role is primarily focused on driving sales of co-developed products and consumption of associated Bentley software subscriptions through the partner organization’s sales channels.  Main responsibilities include supporting and enabling the partner throughout the sales process, executing account plans for targeted lighthouse accounts, establishing new regional  sales channels through the partner organization, proactively managing the pipeline, and coordinating financial reporting and partner royalty flows.

In this role the DCV Sales Director will work closely with the Bentley and the partner organization’s Executive management, DCV Management, DCV Program Management, DCV Directors and the assigned executive sponsors from both company’s product organizations.  The DCV Sales Director’s counterpart is the assigned partner Account Manager who is responsible primarily for the ‘sell-to’ activities, namely growing the consumption of Bentley E365 Subscription within the partner organization itself.

The DCV Sales Director will align their extensive industry insight and knowledge of the full scope of Bentley capabilities with the partner organization’s industry requirements, digitalization product and service strategies, sales strategies, go-to-market plans, and sales enablement plans.

Clear understanding of Bentley and partner sales processes and the ability to be able to engage at a senior level within DCV partners and their accounts.

Natural coaching skills and the ability to manage direct and indirect reports in order to deliver predictable and well managed growth.


Your Day-To-Day

  • Develop a culture of success and business professionalism
  • Developing key relationships throughout the partner organization
  • Leading and influencing the partner’s sales counterparts in developing and growing their accounts
  • Helping build and continually enhancing strategic account plans
  • Consistently challenging status quo in pursuit of best in class performance
  • Planning and communicating clearly to ensure best use of companywide resources
  • Contributing to the overall Digital Co-Venture leadership team to ensure we continue to innovate and optimize the opportunities that exist for Bentley
  • Negotiating and implementing approved sales agreements and contracts
  • Ensuring Bentley Sales Process is adhered to in all sales situations
  • Providing clear and concise communication of activities and accurately forecast business of team
  • Maintaining good understanding of Bentley’s DCV and general market offerings and communicating benefits and value propositions in a compelling way
  • Developing and challenging team members to constantly enhance performance.


What You Bring to The Team

  • Sales or Sales Management / Channel Management experience
  • Big plus if in Germany and / or German language (with excellent English)
  • Digital and Software background and experience
  • Partner management / Indirect sales experience
  • Industry: Multi-talent, Process, Transportation, Infrastructure, Utilities
  • An understanding and practical experience of selling Enterprise agreements
  • An exceptional track record of quarterly and annual over quota performances
  • Ability to inspire and lead others to repeatable success
  • Consistently demonstrate high levels of personal drive and full engagement. Have an exceptional proven track record with regards to personal learning and development enabling you to excel in your role
  • 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
  • Actively embraces a feedback culture and has a proven track record of providing and receiving effective feedback.  Inspires others to fully embrace the power and value of effective feedback
  • Takes a leading role with regards to demonstrating effective collaboration with colleagues and building effective internal colleague networks, to support sales success and can mentor others with regards to effective collaboration
  • Has embraced coaching and has shown a clear track record of personal growth and development resulting from coaching
  • Act as a member of the Digital Co-Venture leadership team, supporting and helping drive change
  • Reinforce the Digital Co-Venture strategy for growth, to both direct, indirect and wider colleagues.


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.


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, and industrial facilities. Our offerings include MicroStation-based applications for modeling and simulation, ProjectWise for project delivery, AssetWise for asset and network performance, and the iTwin platform for infrastructure digital twins. Bentley Systems employs more than 4,000 colleagues and generates annual revenues of more than $700 million, in 172 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, national origin, age or any other protected characteristic.

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