Account Manager, DOT

Bentley Systems•New Milford Township, PA

1d•Hybrid

About The Position

We are seeking an Experienced Account Manager with executive presence to partner with state and local Department of Transportation (DOT) agencies. You will own and grow a portfolio of DOT accounts, serving as a trusted advisor to help Bentley users (customers) achieve their digital strategy goals while driving adoption of Bentley solutions. This role requires a strong understanding of DOT structures, funding mechanisms, and the technologies supporting infrastructure design, construction, and asset lifecycle management. 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.

Requirements

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.

Nice To Haves

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.

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.