Location: UK (Office-based, Hybrid, or Home-based)
Position Summary:
We are seeking a driven and knowledgeable Enterprise Account Manager to join our dynamic team, dedicated to advancing digital solutions in the UK Water industry. As an Account Manager, you will be responsible for managing and growing relationships with key owner-operators and contractors within the water sector, helping clients optimize performance through software solutions tailored to meet the specific needs of AMP8 regulatory standards. You’ll play a crucial role in positioning our technology as a critical tool for regulatory compliance, operational efficiency, and environmental sustainability.
Your Day-to-Day:
- Account Management: Own and develop relationships with enterprise accounts, particularly owner-operators, and contractors, ensuring strong engagement, satisfaction, and alignment with client goals.
- Sales Strategy and Planning: Identify business opportunities in line with the AMP8 asset management cycle, understand client requirements, and develop strategies to position our software solutions as the ideal fit.
- Solution Selling: Leverage deep knowledge of the water industry to effectively communicate the value of our digital solutions, addressing key regulatory needs and operational challenges faced by clients.
- Market and Industry Knowledge: Stay updated on water industry trends, particularly AMP8 regulations, sustainability initiatives, and innovations impacting asset management. Proactively educate clients on how these changes impact their operations and how our solutions can support their goals.
- Revenue Growth: Drive revenue growth within assigned accounts through renewals, expansions, and upselling of additional services or products, meeting and exceeding sales targets.
- Develop and maintain long-term relationships at various levels, including C-level within given accounts. Acting as primary contact within specified accounts by a.) acting as the responsible direct contact partner for all commercial communications to and from accounts; b.) determining the sales strategy and value propositions; and c.) negotiating and implementing approved contracts.
- Develop go-to-market (GTM) strategies, account plans, and innovative prospecting plans specific to the assigned region, industry, and accounts that will ensure annual sales revenue goals are consistently exceeded.
- Manage by influence ensuring full alignment and effective collaboration with other teams in Bentley, which are critical to ensure your personal success and the overall success of the team.
- Using “Gap Selling” to ensure we identify the maximum value we can bring to our users and prospects and drive growth.
- Develop and manage the sales pipeline, forecasting business weekly, monthly, and quarterly.
- Maintain a high knowledge level of the company's solutions and services, as well as knowledge of the industry workflows, business drivers, and major players.
- Adhere to the Bentley Sales Process (BSP) documenting the sales process in CRM. Periodically attend national and regional trade shows/conferences/industry events.
Required Qualifications and Skills:
- Experience in the Water Industry: Proven experience working within the UK water sector, preferably with owner-operators or contractors, and a strong understanding of the regulatory environment, especially AMP8.
- Account Management: 5+ years in enterprise account management or solution sales, ideally within software, digital transformation, or infrastructure management.
- Regulatory Knowledge: Solid understanding of AMP8 and how its guidelines and requirements impact water industry operations.
- Sales Acumen: Strong consultative selling skills, with experience in managing long sales cycles and navigating complex organizational structures.
- Communication Skills: Excellent communication and interpersonal skills to build trust and rapport with clients and internal stakeholders.
- Analytical and Strategic Thinking: Skilled in analyzing customer needs, market trends, and strategic opportunities to deliver tailored solutions and strategies.
- Self-motivated and Collaborative: Ability to work independently while collaborating effectively across teams in a fast-paced environment.
Preferred Qualifications:
- Background in digital transformation or SaaS solutions for asset-intensive industries.
- Familiarity with other UK water regulatory cycles and environmental mandates.
- A degree in Business or Engineering is desired.
- A track record working with Government type organisations is desired.
- Experience in selling Engineering Software, Asset Management, and Document Management solutions is desirable.
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 diverse international team.
- A supportive and collaborative environment.
- Colleague Recognition Awards.
About Bentley Systems:
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’ 5,200 colleagues generate annual revenues of more than $1 billion in 194 countries.
www.bentley.com
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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