Senior Account Manager

Senior Account Manager, Enterprise

We have the ideal opportunity for an experienced, motivated Senior Account Manager to manage and grow existing key accounts through expansion and cross-selling of additional solutions. In this role you will be responsible for strategic planning and account management across a set of designated accounts, driving sales strategy and expanding to key contacts within the organization leading to increased ARR and usage of Bentley products. 

The Senior Account Manager is responsible for selling enterprise-level solutions to support project delivery and operations and management—as well as enterprise-level commercial offerings—into assigned accounts. The role also involves acting as the primary contact within specified strategic accounts to determine the sales strategy and negotiate and implement approved contracts.  You will work with your accounts to develop collaborative growth plans, supported by the broader organization, to help your accounts achieve their strategic business goals.  

Your Day-to-Day:

Prospect and close new business opportunities within assigned accounts using Account Planning and Strategic Selling to grow Bentley software revenue and drive increased technology adoption within your assigned accounts.
Engage with contacts at all levels in the organization to develop and maintain relationships and drive awareness of Bentley’s portfolio of offerings, including strategic-level engagements with C-level and Executive positions.
Establish and maintain strong relationships with key decision-makers at various levels within your accounts by translating user challenges and opportunities into unique business value.  Take responsibility for regular, clear, and consistent communication with the account including conducting on-site meetings, as appropriate.
Create effective proposals that link our solution to the user’s business objectives and effectively negotiate user account agreements.
Lead your account team to develop an account strategy and execute it including managing key activities and actions, and aligning and influencing all relevant parties within the account(s) and Bentley organization. Lead regular account team meetings at an appropriate cadence determined by the account strategy. 
Communicate the value of our technical solutions to designers, engineers, architects, contractors and owners, and help them achieve or exceed their business goals.
Communicate clearly, consistently, and timely with account stakeholders, as well as Managers, peers and other colleagues of the company. Connect to relevant stakeholders and users in the account regularly to gather account-specific intelligence, feedback and insights, tying it back to account strategy and execution to deliver great user experiences.   
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.
Using your expert business acumen, stay attuned to market trends and be knowledgeable about the competitive landscape, emerging technologies, and industry-specific challenges.
Demonstrated ability to execute cross-functionally, and can effectively align goals with other teams and gain support for your objectives. 
Develop a deep understanding of your industry, your accounts, and their ecosystem through research and discovery. In particular, an understanding of what projects are pursuit and execution, and an understanding of how your accounts operate across the project lifecycle from planning to design, construction, and asset operations. 
Utilize exceptional communication and presentation skills to convey complex information clearly and persuasively – including both written and verbal communication across various platforms.  
Maintain an expertise-level of knowledge of the company's products and services and of the industry workflows, business drivers, and major players.
Comfortable cascading a connected vision, strategy, and goals to all levels inside and outside of your organization to drive effective outcomes.  
Foster a culture of “One Bentley” and collaborate with internal stakeholders in a manner that benefits our accounts.  
 

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.