[Remote] Account Manager, DOT

Note: The job is a remote job and is open to candidates in USA. Bentley Systems is a world-leading software company that provides solutions for infrastructure professionals. They are seeking an Experienced Account Manager to partner with state and local Department of Transportation agencies, helping them achieve their digital strategy goals while driving the adoption of Bentley solutions.

Responsibilities

• 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
• Create effective proposals that link our solution to the user’s business objectives and effectively negotiate user account agreements
• Further develop and maintain an understanding of your industry, the DOTs, and their ecosystem through research and discovery. In particular, 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
• 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 account DOTs 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
• 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
• Using your business acumen, stay attuned to market trends and be knowledgeable about the competitive landscape, emerging technologies, and industry-specific challenges
• Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts
• Travel to user sites up to 50% of the time may be required
• This is a full-time individual contributor role, which involves significant collaboration and coordination with peers, leadership, and other colleagues. Requires sitting or standing at will while performing work on a computer

Skills

• Experience working with or for State Departments of Transportation (DOTs) is required. This means you should understand the unique needs, challenges, and processes of DOTs, and be able to communicate how Bentley's solutions can help them succeed
• At least 3-5 years of experience in selling software solutions to the Engineering and Infrastructure sector required
• An exceptional track record of quarterly and annual over-quota performances
• Familiarity with Engineering Design Applications and how DOTs utilize
• Ability to develop and lead execution of strategy within a team setting
• Negotiation skills, as it relates to annual contracts, cross-selling and additional solutions from the portfolio
• A continuous improvement mindset, you seek to proactively problem solve and propose solutions using data to drive decisions
• Experience in the AEC Sector is preferred
• Expertise in the company's products portfolio at a business level and confident and at ease explaining key commercial and solution benefits to DOTs is preferred

Benefits

• 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 wellbeing through global initiatives and resource groups.
• 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.

Company Overview