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Account Manager - Brazil / AEC & EPC

Date: Jun 12, 2019

Location: Sao Paulo, São Paulo, BR, 04719-002

Company: Bentley Systems

Bentley Systems is the leading global provider of software solutions to engineers, architects, geospatial professionals, constructors, and owner-operators for the design, construction, and operations of infrastructure. Bentley’s MicroStation-based engineering and BIM applications, and its digital twin cloud services, advance the project delivery (ProjectWise) and the asset performance (AssetWise) of transportation and other public works, utilities, industrial and resources plants, and commercial and institutional facilities.

Bentley Systems employs more than 3,500 colleagues, generates annual revenues of $700 million in 170 countries, and has invested more than $1 billion in research, development, and acquisitions since 2012. From inception in 1984, the company has remained majority-owned by its five founding Bentley brothers. Bentley shares transact by invitation on the NASDAQ Private Market; strategic partner Siemens AG has accumulated a non-voting minority stake. www.bentley.com

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Day-to-Day Responsibilities:

  • Prospect into specified growth/partner accounts currently with Bentley portfolio in an assigned territory or industry market, as well as identify and prospect into net-new accounts to Bentley
  • Develop, adhere to, and modify effective growth/partner account plans for specified accounts.
  • Develop and manage sales pipeline/opportunities and accurately forecast business weekly, monthly and quarterly.
  • Develop relationships at various levels – C-Level, VP’s, Directors - with growth/partner accounts through use of direct sales techniques and conduct on-site meetings.
  • Detailed knowledge and understanding of all Commercial Offerings and Software Support Policies
  • Prepare and conduct Quarterly Business Reviews and/or discuss strategic initiatives to grow the account with key solutions.
  • Prospect for and closing software, subscriptions and services sales to engineers, architects, and constructors utilizing Corporate approved campaigns and/or targeted team initiatives.
  • High level use and comfort utilizing social media and prospecting intelligence resources.
  • Negotiate sales and/or service agreements.
  • Review and address appropriate RFP’s/RFQ’s/RFI’s.
  • Follow-up on leads generated from corporate websites, trade-shows, seminars, and collaborative sourcing efforts.
  • Adhere to the Bentley Sales Process fully utilizing SAP Cloud for Sales (C4S) as a daily sales tool and reporting system.
  • Schedule and effectively engage technical colleagues to undertake solution proof and technical briefing needs to drive the close of a sale to meet revenue and quota goals.
  • Host and co-present web presentations and demonstrations with Bentley Product Managers, Application Engineers, and/or Technical Leads/SME’s.
  • Engage with and/or hand-off specific product qualification and Opportunity related activities to Product Team members.
  • Periodically attend national and regional tradeshows/conferences.
  • Maintain a high knowledge level of the company's solutions and services.
  • Work daily with designated Bentley Account Representative to ensure accounts in territory are being addressed for any needs and issues that arise.

 

Role Expectations:

A high performing team member will:

  • Achieve and exceed annual sales quota target
  • Achieve company, team, and personal/professional development goals 
  • Demonstrate highly consistent engagement, curiosity, and a strong desire to learn and grow
  • Persistent and effective business development and prospecting efforts utilizing corporate campaign programs and self-generated campaigns
  • Understand and demonstrate good use of the Bentley Sales methodologies
  • Appreciate the value of our strong winning team through a culture of proactive feedback
  • Demonstrate effective collaboration with colleagues and build effective internal colleague networks
  • Demonstrate sales proficiency and is knowledgeable on assigned Project Delivery solutions and Commercial Programs
  • Utilize Social Selling Skills; such as LinkedIn, Twitter, industry community forums, etc.

 

What You Bring To The Team:

  • Minimum of three (3) years of experience in direct account sales or solution sales to the AEC & EPC companies.
  • Proven ability to manage multiple initiatives on sales strategies and coordinating sales activities
  • Excellent people management and communication skills
  • Seeking experience with infrastructure industry knowledge as related to best practices to drive new market sales
  • Associate's or Bachelor's degree; or equivalent work experience
  • Commercial acumen, industry credibility, and professional demeanor.
  • English, Spanish languages a big advantage.
  • Ability to travel up to 50% of the time


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