Technical Account Manager - California

Bentley Systems; Canada; Remote; USD 120,000 - 150,000; Full time

Job summary

A leading software company is seeking a Technical Account Manager to enhance relationships with strategic accounts. The ideal candidate will have a solid background in technical sales and infrastructure technologies, fostering partnerships that align with business goals. This full-time role requires up to 50% travel, emphasizing cross-functional collaboration and technical guidance.

Benefits

Competitive Salary and benefits

Colleague Recognition Awards

Supportive work environment

Qualifications

• 10-15 years of technical sales experience in the infrastructure industry.
• Strong knowledge of infrastructure software technologies.
• Experience deploying new technology into a workforce.

Responsibilities

• Develop and manage technical account plans.
• Provide insight on customers' business processes and needs.
• Align with teams to secure business closure.

Skills

Technical sales experience

Knowledge of infrastructure software technologies

Project Design lifecycle skills

Problem-solving skills

Collaboration skills

Education

Bachelor's or Master's degree in Engineering, Technology, or related field

Tools

Microsoft Teams

Job description

Location: Home-based, California, United States

Position Summary:

Are you ready to start a new journey with a team of energized professionals advancing and connecting the world’s infrastructure? Bentley is looking for you! We are looking for a Technical Account Manager, reporting to Solution Engineering Management to support key Bentley accounts.

As a Technical Account Manager (TAM), you will lead revenue goals with Bentley's strategic accounts by managing their technical relationship and strategy. The TAM combines sales methodology, industry knowledge, and technical expertise to align with sales initiatives and advocate for customers within Bentley. By collaborating with sales, product, user success, consulting, and marketing teams, the TAM ensures a comprehensive understanding of the customer's environment, challenges, and needs. The role focuses on fostering long-term partnerships, customer expansion, and new acquisitions, aligning customers' business projects and technical goals with Bentley's vision and strategy.

Your Day-to-Day:

• Technical Account Plan Development and Management: In partnership with Account Managers, you will develop the detailed technical aspects of account plans and execute a strategy for closing business, supporting growth in ARR and usage of products.

• Technical Roadmap Influence: Develop the required knowledge of customers' business processes, workflows, and technical requirements to provide insight and guidance required to position the value of current and new Bentley solutions.

• Technical Discovery & Solution Fit: Manage technical discovery to guide the formulation of requirements definitions, scope documents, customer needs studies, and process and project assessments for sales opportunities.

• Customer Closure: Align with the extended Account Advancement team to secure business and technical closure of the proposed solution. Manage technical evaluations, define solution architecture, facilitate product demonstrations, and "pilot" projects. Provide technical validation and assess proposed solutions' feasibility, correctness, and completeness; apply best practices in solving business problems.

• Collaboration: Partner with cross-functional teams (Sales leadership, Success Management, Product Development, and other Solution Engineering team members) to acquire the correct talent/resource for opportunities. Provide feedback to Product Teams via established channels to improve products.

• Internal Leadership: Interact and communicate with the business groups at Bentley to ensure that needs are met. Support sales opportunities and account planning, execute the Bentley Sales Process, and use Salesforce to document key activities. Connect with relevant stakeholders and users in the account during engagements and gather account-specific intelligence, feedback, and insights and share with account teams for incorporation into account strategy and plans. Collaborate with account teams to develop account strategies and attend regular account team meetings, as required, at an appropriate cadence determined by the account strategy. Attend and support escalation calls, where appropriate and required by Escalation leads.

• Foster a culture of “One Bentley” and collaborating with internal stakeholders in a manner that benefits the Account.

• Travel to customer sites up to 50% of the time may be required.

• This is a full-time role.

• Requires sitting or standing at will while performing work on a computer (or any other physical requirements (https://www.bls.gov/ors/factsheet/visual-overview-of-physical-demands.htm) ).

• This role requires communication with Managers, peers and other colleagues of the company in person, and/or by utilizing Microsoft Teams chat, calling and meeting functions.

What You Bring to The Team:

• Bachelor's or Master's degree in Engineering, Technology, or a related field; preferably an infrastructure-related background.

• 10-15 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.

• Proven Project Design lifecycle, coordination, and estimation workflow skillsets.

• Experience deploying new technology into a workforce to inspire innovation, change, and efficiency.

• Understanding of IT, and digital practice needs and pains.

• Effectively collaborate with teams leveraging communication and project management methods to define objectives and deliver focus.

• Independent judgment, creativity, and strong problem-solving skills using data to drive decisions.

• Deep knowledge of Bentley Systems solutions.

What We Offer:

• A great Team and culture – please see our Recruitment Video. (https://www.youtube.com/watch?v=epJImnDsbYE&feature=youtu.be)

• 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.

#LI-REMOTE

#LI-CS1

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 [e-mail]

Equal Opportunity Employer/Minorities/Females/Veterans/Disabled