Position Summary:
Bentley Systems seeks a dynamic Technical Account Manager (TAM) to collaborate closely with the Account Manager (AM) in driving goals through effectively managing the technical relationship and strategy for Bentley's most strategic accounts. As a global leader in infrastructure software, Bentley Systems provides cutting-edge solutions that empower users in infrastructure projects.
The TAM defines the technical account strategy by combining the appropriate sales methodology, deep industry, and technical background to align with sales initiatives while advocating for the customer within Bentley by partnering with sales, product, user success, consulting, and marketing to provide a clear understanding of the customer's environment, challenges, and requirements. The TAM fosters long-term partnerships and expansion with customers and net new customer acquisition within each customer's ecosystem. The TAM aligns the customer's business projects and technical goals with Bentley's vision, mission, and strategy.
Responsibilities:
* Technical Account Plan Development and Management.
* Collaborate with Account Managers to craft and execute technical account plans aligned with Bentley Systems methodologies.
* Ensure technical closure and understanding to support successful sales initiatives.
* Develop an in-depth understanding of customers' business processes, workflows, and technical requirements within the Infrastructure industry to establish "trusted advisor" relationships.
* Stay informed about industry trends and workflows within the realm of expertise.
* Manage technical discovery processes, guide the formulation of requirements, and assess user needs for sales opportunities.
* Leverage Bentley Systems software and services to develop solutions that meet technical, fiscal, and schedule constraints.
* Align with the customer team to secure business and technical closure.
* Oversee technical evaluations, define solution architecture, and facilitate product demonstrations.
* Develop and maintain trusted relationships with the sales team and other business partners within the infrastructure industry at Bentley Systems.
* Partner with cross-functional teams to acquire the right talent/resources for individual sales opportunities.
* Share best practices, competitive information, and thought leadership within Bentley’s product groups for future development directives.
What You Bring to The Team:
* Bachelor’s or master’s degree in engineering, Technology, or a related field, preferably an infrastructure-related background.
* 10+ years of technical sales experience in the infrastructure industry, with additional knowledge or experience in the Engineering, Construction, or Design industry.
* Strong knowledge of infrastructure software technologies, such as virtualization, cloud computing, storage, networking, and security as they relate to transportation, water, energy, mining, or building infrastructure.
* Experience deploying new technology into a workforce to inspire innovation, change, and efficiency.
* Deep knowledge of Bentley Systems solutions
* Travel requirement up to 50%.