Bentley Systems

Senior Director, Solution Engineering

Location: UK, Germany, or other in Europe. Office Based, Home Based, or a Hybrid 

Job Summary:

As the Senior Director of Solution Engineering (SE) within the Account Advancement Group, your role is pivotal in driving the growth of Annual Recurring Revenue (ARR) in EMEA. You will lead a team of technical experts within the region primarily dedicated to technical pre-sales activities, forging close collaboration with sales, user success, marketing, and product organizations. This collaboration will ensure the success of various technical aspects, including discovery, account planning, objection handling, obtaining technical closure, building team confidence of Bentley’s offerings, solution and product positioning, customer-facing demonstrations, RFP/RFI documentation, influencing product directives, and working to impact GTM messaging of Bentley's offerings.

In addition to your partnership with Sales, your teams will closely engage with the product and marketing teams to shape the future direction of Bentley's offerings and go-to-market message. Furthermore, your collaboration with Bentley's user success teams will be instrumental in securing successful customer adoption and utilization of Bentley Systems' software solutions. Your strategic vision and leadership will be crucial in advancing infrastructure through cutting-edge technology.

Your Day to Day:

• Leadership and Team Management:
• Lead, mentor, and inspire a team of Solution Engineers to excel in their roles.
• Foster a culture of collaboration, innovation, and continuous improvement within the Solution Engineering team.
• Build strong relationships with accounts, partners, and industry influencers to drive business growth and identify new opportunities.
• ARR Growth Strategy:
• Develop and execute a comprehensive strategy to increase ARR in the region.
• Collaborate with Sales and Account Management teams to identify and target high-value opportunities for ARR growth.
• Ensure alignment of Solution Engineering efforts with the overall business objectives.
• Forecast team's ARR impact, drive technical account plan development, and have a clear line of sight into the regional impact into active accounts driving growth.
• Customer Engagement:
• Drive the team's trusted advisor status to key customer accounts, assisting them in achieving their infrastructure goals through Bentley’s solutions.
• Promote the collaboration of the Solution Engineering, Sales, and User Success teams to identify account needs and position solutions for ARR expansion.
• Proactively lead team engagement with sales team counterparts for new account acquisition utilizing the Bentley Sales Process.
• Influence continuous improvement in sales processes, methodologies, and tools to optimize efficiency and effectiveness.
• Internal Team Collaboration:
• Ensure the regional Solution Engineering teams deliver outcomes within AAG to support all sales teams to increase ARR, align closely with AAG leadership, and maintain alignment with sales operations and communications.
• Consistently collaborate with User Success leadership to ensure a strong working relationship between teams is established for account handoff in pre- and post-sales situations to ensure a smooth user workflow is established.
• Maintain a close working relationship with internal product teams (PAG) and work together to keep the Solution Engineering team's technical acumen high and informed about all technology coming to market. Provide consistent feedback to PAG in a prioritized manner to positively influence future product development cycles.
• Work closely with counterparts in marketing leadership to further develop product marketing needs to assist in continually improving outbound messaging and positioning.
• Enabling Technical Excellence within the team:
• Maintain an understanding of Bentley Systems' software solutions and their applications within the infrastructure industry.
• Lead and support the technical sales process, including technical discovery, account planning, solution positioning, articulating the value proposition, solution presentations and demonstrations, obtaining technical closure, supporting RFP/RFIs, and proof-of-concept engagements.
• Develop and drive consistent technical upskilling and cross-training within the team and facilitate technical enablement across Bentley’s internal expanded teams to increase product positioning ability and ARR growth.
• Data-Driven Decision Making:
• Utilize data and analytics to assess the effectiveness of ARR growth initiatives and adjust strategies as needed.
• Monitor market trends, competitor activities, and account feedback to inform strategic decisions.
• Stay abreast of the competitive landscape and emerging technologies to provide insights and recommendations for product and business development.
• Does this role require travel – provide % required/requires infrequent travel to a Bentley office location/requires presence at a Bentley office location/does not require travel.

What You Bring to The Team: 

• Bachelor’s degree in engineering, computer science, business, or relevant experience.
• Proven experience of 10 years within solution engineering or sales engineering organization & 5 years in a leadership role within a technical sales, preferably in the software technology industry.
• Strong understanding of infrastructure, engineering, or construction industries.
• Clear understanding of sales methodologies and processes, including experience with enterprise sales cycles and complex solution selling.
• The ability to engage effectively with technical and non-technical stakeholders.
• Strong business acumen with the ability to understand account needs and align them with technical solutions.
• Track record of driving revenue growth and achieving revenue targets.
• Ability to travel as needed / up to 50% to support regional initiatives and other global internal engagements.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

What We Offer:

• A great Team and culture – please see our Recruitment Video.
• 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 diversely international team.
• A supportive and collaborative environment.
• Colleague Recognition Awards.

Who We Are:

Bentley Systems (Nasdaq: BSY) is the infrastructure engineering software company. We provide innovative software to advance the world’s infrastructure – sustaining both the global economy and environment. Our industry-leading software solutions are used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities, buildings and campuses, mining, and industrial facilities. Our offerings, powered by the iTwin Platform for infrastructure digital twins, include MicroStation and Bentley Open applications for modeling and simulation, Seequent’s software for geoprofessionals, and Bentley Infrastructure Cloud encompassing ProjectWise for project delivery, SYNCHRO for construction management, and AssetWise for asset operations. Bentley Systems’ 5,000 colleagues generate annual revenues of more than $1 billion in 194 countries.

Equal Opportunity Employer:

Bentley is proud to be an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, gender/gender identity, sexual orientation, disability, marital status, religion/belief, national origin, caste, age, or any other characteristic protected by local law or unrelated to job qualifications.

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