Account Manager, Enterprise

Location: UK (Home-Based/Hybrid)

Position Summary:
We are seeking a driven and knowledgeable Enterprise Account Manager to join our dynamic team and lead our strategic accounts and identify new high-profile opportunities.

This role focuses on Tier 1 contractors and consultants, who are engaged in delivering significant infrastructure projects across the UK and Ireland. As an Account Manager, you will be responsible for managing and growing relationships with key contractors within the Water, Energy, and Transportation sectors.

We are seeking a professional who thrives on innovation and excels in cross-functional collaboration. The ideal candidate will drive digital transformation initiatives, ensuring strategic impact and leadership in our projects. If you are passionate about making a difference and leading with purpose, we invite you to join our team at Bentley Systems.

Responsibilities:

• Account Management: Own and develop relationships with enterprise accounts, particularly owner operators and contractors, ensuring strong engagement, satisfaction, and alignment with client goals.
• Develop and maintain long-term relationships at various levels, including C-level, within given accounts. Act as the primary contact within specified accounts by:
  
  • Serving as the direct contact partner for all commercial communications to and from accounts.
  • Determining the sales strategy and value propositions.
  • Negotiating and implementing approved contracts.
• Develop Go to Market (GTM) strategies, account plans, and innovative prospecting plans specific to the assigned region, industry, and accounts to consistently exceed annual sales revenue goals.
• Ensure full alignment and effective collaboration with other teams in Bentley, which are critical to your personal success and the overall success of the team.
• Utilize “Gap Selling” to identify the maximum value we can bring to our users and prospects and drive growth.
• Proactively develop proposals focused on driving the accelerated acceptance and value recognition of “Digital Twins.”
• Develop and manage the sales pipeline, forecasting business weekly, monthly, and quarterly.
• Maintain a high knowledge level of the company's solutions and services, as well as knowledge of the industry workflows, business drivers, and major players.
• Adhere to the Bentley Sales Process (BSP) by documenting the sales process in the Customer Relationship Management (CRM) system.
• Periodically attend national and regional tradeshows, conferences, and industry events.
• Solution Selling: Leverage deep knowledge of the water industry to effectively communicate the value of our digital solutions, addressing key regulatory needs and operational challenges faced by clients.
• Market and Industry Knowledge: Stay updated on industry trends, sustainability initiatives, proactively educate clients on how these changes impact their operations and how our solutions can support their goals.
• Revenue Growth: Drive revenue growth within assigned accounts through renewals, expansions, and upselling of additional services or products, meeting and exceeding sales targets.

Qualifications:

• Account Management: 5+ years in enterprise account management or solution sales, ideally within software, digital transformation, or infrastructure management.
• Experience in the Industry: Proven experience working with contractors, owner operators, and consultants in the UK and Ireland, supporting them in their digital transformation journeys.
• Experience in selling infrastructure software solutions such as Computer-Aided Design (CAD) or Common Data Environment (CDE) is desirable. An understanding of the infrastructure market in the UK and Ireland is highly desired.
• Experience in working with or promoting/selling Bentley solutions or direct competitive offerings is highly desired.
• Sales Acumen: Strong consultative selling skills, with experience in managing long sales cycles and navigating complex organizational structures.
• Communication Skills: Excellent communication and interpersonal skills to build trust and rapport with clients and internal stakeholders.
• Analytical and Strategic Thinking: Skilled in analysing customer needs, market trends, and strategic opportunities to deliver tailored solutions and strategies.
• Self-Motivated and Collaborative: Ability to work independently while collaborating effectively across teams in a fast-paced environment.

Preferred Qualifications:

• Background in digital transformation or SaaS solutions for asset-intensive industries.
• Degree in Business or Engineering desired.
• A track record working with contractors and/or with government-type organizations is desired.
• Experience in selling Engineering Software, Asset Management, and Document Management solutions is desirable.

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 well-being through global initiatives and resource groups.
• A company committed to making a real difference by advancing the world’s infrastructure for a 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.

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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