Transportation Sales Manager

Bentley Systems

Job Description

About Bentley Systems:

Bentley Systems is the leading global provider of software solutions to engineers, architects, geospatial professionals, constructors, and owner-operators for the design, construction, and operations of infrastructure, including public works, utilities, industrial plants, and digital cities. Bentley’s MicroStation-based open modeling applications, and its open simulation applications, accelerate design integration; its ProjectWise and SYNCHRO offerings accelerate project delivery; and its AssetWise offerings accelerate asset and network performance. Spanning infrastructure engineering, Bentley’s iTwin Services are fundamentally advancing BIM and GIS to 4D digital twins.

Bentley Systems employs more than 3,500 colleagues, generates annual revenues of $700 million in 170 countries, and has invested more than $1 billion in research, development, and acquisitions since 2014. From inception in 1984, the company has remained majority-owned by its five founding Bentley brothers

Location:

Manages a distributed team across NA, the winning candidate could be v-connected anywhere

The Transportation Sales Manager is responsible for supervising and organizing a team of Account Managers in the DOT marketspace. You will be tasked with managing a sale team by developing account plans, meeting planned goals, and advancing DOT accounts to new commercial models. 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 North America.

Position Summary:

  • DRIVES BUSINESS RESULTS- Meets/exceeds ARR targets, maximizes individual opportunities and structures engagements for sustained growth. Able to create effective proposals that link our solution to the accounts business objectives.

  • EXECUTES STRONG BUSINESS PRACTICES- Provides timely, accurate and detailed forecasts, effectively leverages chosen sales processes, tools and methodologies, proactively engages extended team and overall Bentley Systems organization building effective cross functional teams, constructs internal/external presentations in an effective and professional manner for impact and outcomes for users.

  • RESULTS LEADERSHIP- Ensure execution of plans to improves work processes to ensure achievement of business goals. Delegates responsibility and conveys expectations to the appropriate staff. Monitors progress of groups and redirects efforts when goals change or are not met.

  • PEOPLE LEADERSHIP- Presents a compelling case for ideas and initiatives via an appropriately chosen strategy. Ensures that proposals or arguments are supported by strong logic and a compelling business case, addressing all relevant factors.

  • THINK STRATEGICALLY -Applies appropriate strategic logic to decisions and initiatives. Integrates and balances big picture concerns with day-to-day activities. Conveys a thorough understanding of the strengths, weaknesses, opportunities, and threats of their department. Stays abreast of key competitor actions and their implications or threats to the business.

  • APPLY BUSINESS ACUMEN- Applies financial knowledge and methods to address user business issues. Draws accurate conclusions from financial and quantitative information in order to drive action

Your Day-to-Day:

  • Responsible for leading a team of account managers and account reps to meet planned sales goals and quotas.

  • Grow a strong pipeline of net-new revenue in the DOT market space.

  • Maintain and communicate an accurate and reliable pipeline forecast, performing analysis and delivering weekly updates.

  • Coach to Bentley Sales Process to help your team members effectively and reliably qualify / disqualify, advance, forecast, and close opportunities.

  • Create effective account plans to identify opportunities and expand use of Bentley technologies in DOT accounts.

  • Assist account managers in migrate DOT accounts to desired commercial models.

  • 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 pipeline and closing business.

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

  • Conduct weekly one-on-one & team pipeline review meetings with direct reports and provide sales and revenue reports and an accurate forecast.

  • Liaise with Transportation Director, 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.

  • Ensure team members can effectively promote our value proposition to designers, engineers, architects, contractors and owners.

  • 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:

  • Bachelor’s degree in civil engineering, business, business administration, or equivalent.

  • 5+ years outside sales experience; previous sales management experience preferred.

  • 5+ years of experience in selling technology into the DOT market preferred.

  • 5+ years of experience in selling technology at an enterprise level using a formal sales process preferred.

  • You are excited about the future direction of Bentley and come ready to help Bentley users advance in true digital transformation with Digital Twin technology.

  • You can 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.

  • You can create effective formal account plans considering the business goals and requirements needed to accomplish account plan objectives.

  • You have a collaborative nature and can build relationships with other stakeholders in the organization.

  • You have excellent verbal and written communication & social selling skills, enabling you to effectively communicate complex topics and provide feedback both to colleagues and users face-to-face, on the phone, using social media and by email.

  • You have experience navigating & negotiating large enterprise-level contracts.

  • You have a continuous learning mindset that you encourage with your team.

  • You can effectively set expectations for performance, coach and manage to 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.

  • You are fully proficient in Microsoft Office Suite software applications, having advanced Excel and pivot table skills.

  • Prior experience with Qlikview / SAP Cloud for Sales is preferred.

Equal Opportunity Employer/Minorities/Females/Veterans/Disabled

Bentley is an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, sex, disability, protected veteran status, religion, national origin, age or any other protected characteristic. Additional information about your rights as an applicant under the law may be found by clicking here at http://www.eeoc.gov/employers/upload/posterscreenreaderoptimized.pdf and here at http://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCPEEOSupplementFinalJRFQA_508c.pdf .

Bentley participates in e-Verify at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/E-VerifyParticipationPoster.pdf / Bentley participa en e-Verify at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/E-VerifyParticipationPoster_ES.pdf

Right to Work at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/OSCRighttoWorkPoster.pdf / Derecho a Trabajar at http://www.uscis.gov/sites/default/files/USCIS/Verification/E-Verify/E-VerifyNativeDocuments/OSCRighttoWorkPoster_ES.pdf

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 ***************@bentley.com .

Search Firm Disclosure :

Please be aware Bentley is not accepting unsolicited assistance from search firms for this employment opportunity. This includes any phone calls or emails. All resumes submitted by search firms to any employee at Bentley via-email, the Internet (including social media) or in any form and/or method for this specific position in the absence of a written recruiting agreement executed by both you and/or your firm and Bentley will be deemed the sole property of Bentley and no fee will be paid in the event the candidate is hired by Bentley.

Equal Opportunity Employer/Minorities/Females/Veterans/Disabled

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