Senior Account Manager, Enterprise

Senior Account Manager, Enterprise

Location: Chennai or Bangalore, India (Hybrid)

Position Summary:

Do you have a passion for driving digital transformation? Are you an expert at managing all phases of a sales process? Bentley Systems is looking for a champion of change to become a trusted business partner to help customers realize the importance of turning on and realizing their digital strategy goals leading to increased revenue and usage of Bentley software solutions.

Bentley Systems has the ideal opportunity for a Senior Account Manager, who will develop and execute tactical and strategic business plans within an assigned set of accounts to drive equitable outcomes for both Bentley and our industry partners. You will be responsible for defining the value our enterprise-level solutions & programs bring to AEC service providers across all markets, with a focus on project delivery, operations & management. You will be the main point of contact for your accounts and will work with them to develop collaborative growth plans supported by the broader organization. By doing this, you will help your accounts reach their business goals

The ideal candidate will thrive in a fast-paced, quota-driven, sales environment and have previous experience in B2B sales and the Architecture, Engineering and Construction industry.

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.
• 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.
• Communicate the value of our technical solutions to designers, engineers, architects, contractors and owners, and help them achieve or exceed their business goals.
• Engage with contacts at all levels in the organization to develop and maintain relationships and drive awareness of Bentley’s portfolio of offerings.
• Create effective proposals that link our solution to the user’s business objectives and effectively negotiate customer agreements.
• Develop an understanding of your industry, your accounts, and their ecosystem through research and discovery. An understanding of what projects are in pursuit and execution, and an understanding of how your accounts operate across the project lifecycle from planning to design, construction, and asset operations.
• 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 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.
• Establish and maintain strong relationships with key decision-makers at various levels within your accounts by translating customer 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.
• Using your business acumen, stay attuned to market trends and be knowledgeable about the competitive landscape, emerging technologies, and industry-specific challenges.
• Keep up to date with all Bentley Commercial Offerings and Software Support Policies.
• Utilize exceptional communication and presentation skills to convey complex information clearly and persuasively – including both written and verbal communication across various platforms.
• Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts.

Travel to customer sites up to 50% of the time may be required.

What You Bring to The Team:

• At least 12 years of experience in selling software solutions to the Engineering and Infrastructure sector. Experience in the AEC Sector is preferred.
• An exceptional track record of quarterly and annual over-quota performances.
• Familiarity with Engineering Applications.
• Outstanding communication and presentation skills, both written and oral.
• A desire to help customers achieve their strategic goals by providing the right technological solutions.
• Expertise in the company’s products portfolio at a business level and confident and at ease explaining key commercial and solution benefits to accounts.
• Ability to develop and lead execution of strategy within a team setting.
• Organized, detail-oriented with the ability to multi-task, prioritize, and respond in a timely manner
• Self-disciplined with a high level of personal integrity.
• Negotiation skills, as it relates to annual contracts, cross-selling and additional solutions from the portfolio.
• A self-motivated and positive mindset.

• Step into a collaborative work environment where ideas flourish, and teamwork propels us forward towards shared success; see our colleague video for a taste of our culture and watch this short documentary about how we got our start.
• An attractive salary and benefits package.
• Bentley Impact Day: take a day off from work to volunteer with an organization of your choice.
• Celebrate milestone achievements and moments that matter through our colleague recognition award programs and our Bentley Achievers platform.
• A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups.
• Be part of a company committed to making a real difference by advancing the world’s infrastructure for 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:

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’ 5,200 colleagues generate annual revenues of more than $1 billion in 194 countries.

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.