Regional Director, Enterprise

Location: Home-based, Western USA

 

Position Summary: 

 

Are you ready to be a champion of change and a trusted leader at Bentley Systems? As Regional Director, Enterprise, you will play a pivotal role each day by guiding, inspiring, and empowering your team to achieve outstanding results. You will lead by example through regular coaching sessions, developing strategic account plans tailored to each client, and collaborating closely with cross-functional teams to accelerate digital adoption and maximize annual recurring revenue (ARR) growth. 

 

Your daily impact will include setting clear expectations for your team, monitoring progress toward ambitious sales targets, and providing actionable feedback during 1:1 meetings. You will work hand in hand with account managers to remove obstacles, refine sales strategies, and ensure users realize the full value of Bentley’s digital solutions. As a champion of change, your leadership will directly drive the success of our enterprise initiatives and contribute to Bentley Systems’ growth and innovation. 

 

If you are passionate about creating a culture of accountability, fostering professional development, and leading your team to new heights, this is your opportunity to inspire and make a lasting impact. 

 

Responsibilities: 

 

• Lead a team of account managers to meet and exceed planned sales goals and quotas by helping them overcome internal and external obstacles to building pipelines and closing business. 

• Develop a long-term strategic business plan to deliver on growth targets in line with corporate and business unit strategy. Ensure strategy and any associated initiatives are appropriately scoped, organized, and resourced, with clear definition of success. 

• Oversee the development of account strategy for the managed accounts to identify opportunities and expand use of Bentley technologies. Coach sales teams to increase effectiveness and quality in account strategy development. 

• Lead on “sell with” initiatives within account portfolio. 

• 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. Review pipeline regularly and be intimately aware at all times of pipeline status. 

• Set and track individual sales targets and goals with a team of Account Managers. 

• Empower colleagues to take responsibility for their jobs and goals, creating accountability and providing regular feedback incl. through regular 1:1s. 

• Support and coach your team in negotiating sales and/or service agreements. 

• Support and guide them to develop the best deal for Bentley and the account, providing support all the way from opportunity creation to closure incl. through deal desk or proposal review processes. 

• Consciously create a workplace culture that is consistent with the overall Bentley mission and values. Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts. 

• Execute performance management and support colleague development and training to meet the organization’s expectations for productivity, quality, and goal accomplishment. 

• Guide and direct team members in the area of individual career development, conduct regular 1:1s, and ensure ongoing development and continued education of the team in support of business objectives. 

• Work cross-functionally with other teams in the business including success management, solution engineering and services, marketing, product management, and Colleague Success to drive business goals forward. 

• Promote the Bentley Systems vision, strategy, and value proposition to designers, engineers, architects, contractors, and owners to help accounts meet or exceed their business objectives. 

• Maintain a high knowledge