Market Development Director, North America Transportation

Location: Home-based, United States

 

Position Summary:

 

This is a transformational, senior-level individual contributor role for a Market Development Director who will be instrumental in elevating Bentley to the premier infrastructure technology platform across the Americas.

 

Reporting to the Vice President of Market Development, you will shape the future of key infrastructure sectors—including Rail & Transit, Ports, and Utilities—by identifying and leading deep, strategic engagements on high-impact "lighthouse" programs, "mega projects," and new market-entry initiatives. The successful candidate will orchestrate a cross-functional team to influence C-level executives, shape project requirements long before procurement, and embed Bentley's solutions across the entire asset lifecycle.

 

Responsibilities:

 

• Key Responsibilities 
  • Your responsibilities will be structured around a portfolio of strategic outcomes designed to build market influence, generate a qualified pipeline of future business, and secure referenceable lighthouse wins. 
• Influence: 
  • Establish "Trusted Advisor" status with C-level executives at infrastructure owner-operators, engineering firms, and government agencies to shape their digital strategy. 
  • Shape market perception by representing Bentley at targeted industry events and through strategic thought leadership initiatives, establishing key influencer relationships. 
  • Identify and cultivate strategic partnerships with key stakeholders (e.g., technology firms, systems integrators) to amplify market expansion efforts. 
• Pipeline: 
  • Build and qualify a robust pipeline of long-horizon (18-36 month) mega-projects and new market opportunities. 
  • Lead the development of market-segment growth strategies and "project pursuit" plans, leveraging deep industry expertise and real-time market intelligence. 
  • Orchestrate and lead a virtual, cross-functional team (Sales, Solution Engineering, Advisory) to successfully transition qualified programs to the Sales organization. 
• Lighthouse Wins: 
  • Lead joint strategic initiatives with key clients, establishing Bentley as an indispensable partner early in the project lifecycle to secure referenceable "lighthouse" wins. 
  • Ensure project success and client value on engaged programs, creating success stories that can be replicated. 
  • Champion and refine repeatable business practices that create a scalable, global Market Development process. 
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

 

 

Qualifications:

 

• A strong, verifiable track record of success in a senior-level business development, strategic sales, or market creation role within the infrastructure, engineering, or technology sectors. 

• Extensive (15+ years) experience across multiple infrastructure sectors, including deep domain expertise in at least two of the following: Rail & Transit, Ports, Utilities, or Airports. 

• Demonstrated experience as a "market-maker," with a proven ability to establish new, sector-specific offerings and build strategic partner ecosystems from the ground up. 

• Expert knowledge of Asset Lifecycle Management principles and solutions (e.g., EAM/APM systems like IBM Maximo) and the ability to architect complex capital and operational solutions. 

• Deep understanding of the North American infrastructure landscape, including industry culture, change management challenges, and the intricacies of funding, governance, and procurement. 

• Recognized industry thought leader with an established network and a history of active leadership in major industry forums (e.g., APTA, Cities Today Institute). 

• Proven success in a role focused on strategic pursuits with long (18+ month)