Account Manager, DOT

Account Manager, DOT (Department of Transportation)

Location Details: United States: home-based or hybrid for qualified candidates. Central state/time zone strongly preferred.

Position Summary

We are seeking an Experienced Account Manager with executive presence to partner with state and local Department of Transportation (DOT) agencies. You will own and grow a portfolio of DOT accounts, serving as a trusted advisor to help Bentley users (customers) achieve their digital strategy goals while driving adoption of Bentley solutions.

Key Requirement: This role requires a strong understanding of DOT structures, funding mechanisms, and the technologies supporting infrastructure design, construction, and asset lifecycle management. This means you should understand the unique needs, challenges, and processes of DOTs, and be able to communicate how Bentley’s solutions can help them succeed.

Responsibilities

• Prospect and close new business opportunities within assigned accounts using Account Planning and Strategic Selling to grow Bentley software revenue and drive increased technology adoption within your assigned accounts.
• Engage with contacts at all levels in the organization to develop and maintain relationships and drive awareness of Bentley’s portfolio of offerings.
• Create effective proposals that link our solution to the user’s business objectives and effectively negotiate user account agreements.
• Further develop and maintain an understanding of your industry, the DOTs, and their ecosystem through research and discovery. In particular, an understanding of what projects are in pursuit and execution, and an understanding of how your accounts operate across the project lifecycle from planning to design, construction, and asset operations.
• Lead your account team to develop an account strategy and execute it including managing key activities and actions, and aligning and influencing all relevant parties within the account(s) and Bentley organization.
• Lead regular account team meetings at an appropriate cadence determined by the account strategy.
• 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.
• Establish and maintain strong relationships with key decision-makers at various levels within your account DOTs by translating user challenges and opportunities into unique business value.
• Take responsibility for regular, clear, and consistent communication with the account including conducting on-site meetings, as appropriate.
• 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.
• Communicate the value of our technical solutions to designers, engineers, architects, contractors and owners, and help them achieve or exceed their business goals.
• Using your business acumen, stay attuned to market trends and be knowledgeable about the competitive landscape, emerging technologies, and industry-specific challenges.
• Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits our accounts.
• Travel to user sites up to 50% of the time may be required.
• This is a full-time individual contributor role, which involves significant collaboration and coordination with peers, leadership, and other colleagues. Requires sitting or standing at will while performing work on a computer.

Qualifications

• Experience working with or for State Departments of Transportation (DOTs) is required. This means you should understand the unique needs, challenges, and processes of DOTs, and be able to communicate how Bentley’s solutions can help them succeed.
• At least 3-5 years of experience in selling software solutions to the Engineering and Infrastructure sector required. Experience in the AEC Sector is preferred.
• An exceptional track record of quarterly and annual over-quota performances.
• Familiarity with Engineering Design Applications and how DOTs utilize.
• Expertise in the company’s products portfolio at a business level and confident and at ease explaining key commercial and solution benefits to DOTs is preferred.
• Ability to develop and lead execution of strategy within a team setting.
• Negotiation skills, as it relates to annual contracts, cross-selling and additional solutions from the portfolio.
• A continuous improvement mindset, you seek to proactively problem solve and propose solutions using data to drive decisions.

What We Offer

• A great Team and culture – please see our colleague video.
• An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction - watch this short documentary about how we got our start.
• An attractive salary and benefits package.
• A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups.
• A company committed to making a real difference by advancing the world’s infrastructure for better quality of life, where your contributions help build a more sustainable, connected, and resilient world. Discover our latest user success stories for an insight into our global impact.

About Bentley Systems

Around the world, infrastructure professionals rely on software from Bentley Systems to help them design, build, and operate better and more resilient infrastructure for transportation, water, energy, cities, and more. Founded in 1984 by engineers for engineers, Bentley is the partner of choice for engineering firms and owner-operators worldwide, with software that spans engineering disciplines, industry sectors, and all phases of the infrastructure lifecycle. Through our digital twin solutions, we help infrastructure professionals unlock the value of their data to transform project delivery and asset performance. www.bentley.com

Equal Opportunity Employer

Bentley is an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, sex, sexual orientation, gender identity, disability, pregnancy, protected veteran status, religion, national origin, age, genetic information or any other protected characteristic. This commitment extends to all aspects of employment, including, but not limited to, hiring, placement, promotion, compensation, and training. Know Your Rights as an applicant under the law. Bentley Policy on EEO, Affirmative Action and Pay Transparency Non-Discrimination. Bentley participates in e-Verify / Bentley participate in e-Verify / Right to Work Notice. Request An Accommodation: As an Equal Opportunity Employer, Bentley is committed to providing reasonable accommodations to applicants with disabilities. We encourage you to request a reasonable accommodation if you are not able to fully use or access our online application system. You can make an accommodation request by calling 610-458-5000 or sending us an email at disabilityrequest@bentley.com

Key skills/competency

• Account Management
• Salesforce
• Strategic Selling
• DOT Experience
• Infrastructure Technology
• Software Sales
• Relationship Building
• Negotiation Skills
• Proposal Writing
• Business Acumen