Enterprise Customer Success Manager

 

Location: Home-based, United States

 

Position Summary:

 

As an Enterprise Success Manager, you will assist our premium accounts in achieving their evolving desired outcomes. Your primary objective is to deliver consistent and sustainable growth in value-driven consumption by supporting accounts in optimizing their investment in our solutions thereby driving revenue growth for Bentley. By leveraging your industry expertise, business acumen, relationship management skills, and a comprehensive understanding of Bentley solutions, you will act as a trusted advisor to help our accounts succeed in their business endeavors. You will collaborate with a diverse group of business, process, and solution specialists within Bentley to define and execute account-specific plans that you help develop. Additionally, you will represent our users' interests to enhance their overall experience.

 

Your Day-to-Day:

 

• Uncover opportunities for growth in your accounts through discovery and articulate your accounts' desired business outcomes as part of their overall account plan.
• Identify and prioritize digital workflow improvements within your accounts, and position technical discoveries to help them plan how they will achieve their outcomes with Bentley's solutions, services, and expertise.
• Understand and document the account's business process workflows in their projects and proactively position brand expansion and consumption of Bentley's products and solutions to drive tangible efficiency improvements for your accounts. 
• Track and measure value delivered to accounts through their engagement with Bentley and our solutions.
• Establish trust and articulate the value your accounts are getting from Bentley products and services through successful planning and delivery of Business Reviews.
• Develop an understanding of your industry, your accounts, and their ecosystem through research and discovery. In particular, partner with your account team peers to understand what projects your accounts are pursuing and executing, and how your accounts operate across the project lifecycle from planning to design, construction, and asset operations.
• Partner with Solutions Engineering and/or Services  to lead to the successful adoption of Bentley technologies that align with an account’s goals and deliver value to their business.
• Lead and own growth-centric engagements with accounts including coordination with the Account Manager, and Solutions Engineering, Services, and Support colleagues.
• Continuously improve and apply your skills in success management practices (relationship, sentiment, orchestration etc.), industry knowledge, and your understanding of how Bentley’s solutions impact the infrastructure industry.
• Communicate clearly, consistently, and timely with account stakeholders, as well as Managers, peers and other colleagues of the company. 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.
• Attend, contribute to, and/or lead regular account team meetings on an appropriate cadence determined by the account team.
• Identify, build, and manage consumption growth opportunities accurately through rigorous account planning, executing the Bentley Sales Process and using Salesforce as your daily tool and reporting system.
• Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts

 

Travel will be required for internal