Regional Account Manager, Enterprise

 

Location: Home-based, US Southeast

 

Position Summary:

 

The Regional Account Manager, Enterprise is responsible for supervising and organizing a team of Account Managers for a defined region(s).  You will be tasked with managing sales by developing business plans, meeting planned goals, and coordinating with our sales development team on lead generation.

You will also be responsible for overseeing the activities and performance of your sales team by tracking sales goals, setting individual sales targets, and facilitating the ongoing training of your account managers with the ultimate goal of exceeding the assigned quota for your region(s).

 

Your Day-to-Day:

 

• Responsible for leading a team of account managers and account reps to meet planned sales goals and quotas.
• Oversee the development of business plans for the managed accounts to identify opportunities and expand use of Bentley technologies.  
• Coach to Bentley Sales Process to help your team members effectively and reliably qualify/ disqualify, advance, forecast, and close opportunities.
• Fully utilize SAP Cloud for Sales (C4S) and QlikView as daily sales tool and reporting system.
• Help team members overcome internal and external obstacles to building pipelines and closing business.
• Set and track individual sales targets and goals with a team of Account Managers.
• Conduct weekly one-on-one pipeline review meetings with direct reports and provide sales and revenue reports and an accurate forecast.
• Liaise with marketing and product management to create sales campaigns and then lead campaign execution with your team.
• Work with HR and sales operations to lead human resource planning (recruitment, selection, onboarding, evaluation, development, etc.) for your team.
• Promote the Bentley Systems vision, strategy, and value proposition to designers, engineers, architects, contractors, and owners to help customers meet or exceed their business objectives.
• Maintain a detailed knowledge and understanding of all Commercial Offerings and Software Support Policies.
• Coach team members negotiate sales and/or service agreements.
• Maintain a high knowledge level of the company's solutions and services.

 

 

What You Bring To The Team:

 

• 5+ years of quota achievement in Enterprise SaaS sales in the Infrastructure and/or related Engineering fields; previous sales management experience preferred.
• Knowledge of engineering design processes and workflows.
• Ability to communicate a vision, understand how to leverage Bentley’s offerings and commercial models to achieve the vision, and set appropriate team goals.
• You can effectively align goals with other teams you do not directly manage.
• Excellent written and oral communication, as well as strong presentation skills.
• You have a continuous learning mindset that you encourage with your team.
• You can effectively set expectations for performance, coach and manage those expectations, and provide appropriate feedback to your team to enable continuous improvement.
• You are accountable for and take ownership of your team’s performance and results.
• You see the opportunity in change and are flexible and adaptable.
• Software proficiency in Microsoft Office Suite is required; experience with QlikView / SAP Cloud for Sales is preferred.
• This is a full-time role expected to work 40 hours per week, home-based in the Southeast US.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements). The role requires communication with managers, peers, and other colleagues of the company in person (on occasion), and by utilizing Microsoft Teams chat, calling, and meeting functions.
• Up to 20% travel is required.

 

What We Offer:

 

• A great Team and culture – please see our Recruitment Video.
• An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction.
• Competitive Salary and benefits.
• The opportunity to work within a global and diverse international team.
• A supportive and collaborative environment.
• Colleague Recognition Awards.

 

About Bentley Systems:

 

Bentley Systems (Nasdaq: BSY) is the infrastructure engineering software company. We provide innovative software to advance the world’s infrastructure – susta