Account Manager, Enterprise at Bentley Systems

Position Summary:

Bentley Systems is currently seeking an experienced Account Manager (Enterprise) to manage existing strategic accounts and prospect for new high-profile accounts within the Transport, Utilities Mining and Energy sector in Sub-Saharan Africa. This is primarily owners and operators as well as Tier 1 contractors and consultants involved in delivering large infrastructure projects in above-mentioned industries.

Responsibilities:

• Develop and maintain long-term relationships at various levels, including C-level within given accounts.
• Acting as primary contact within specified accounts by a.) acting as the responsible direct contact partner for all commercial communications to and from accounts; b.) determining the sales strategy and value propositions; and c.) 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 that will ensure annual sales revenue goals are consistently exceeded.
• Manage by influence ensuring full alignment and effective collaboration with other teams in Bentley, which are critical to ensure your personal success and the overall success of the team.
• Using “Gap Selling” to ensure we identify the maximum value we can bring to our users and prospects and drive growth.
• Proactively work on developing proposals, which are 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 on the particular Industry workflows, business drivers, and major players.
• Adhere to the Bentley Sales Process (BSP) documenting the sales process in CRM.
• Periodically attend national and regional tradeshows/conferences/industry events.

What You Bring To The Team:

• Fluency in English and other Sub-Saharan African languages.
• 5 years of experience in an enterprise-level sales role selling enterprise software or technical products.
• Excellent written and oral communication, as well as strong presentation skills, are essential.
• Degree in Business or Engineering desired.
• A track record working with Government type organisations desired.
• Experience in selling Asset Management and Document Management solutions desirable.
• An understanding of the infrastructure market in the UK and Europe is highly desired.
• Digital Twin / CDE sales experience, coupled with a strong awareness and understanding of the supporting underlying current and emerging technologies is highly desired.
• Experience in working with or promoting/selling Bentley solutions or direct competitive offerings is highly desired.