Location: Home-based, United States
Position Summary:
This is a transformational, senior-level individual contributor role for a Market Development Director who will be instrumental in elevating Bentley to the premier infrastructure technology platform across the Americas.
Reporting to the Vice President of Market Development, you will shape the future of key infrastructure sectors—including Rail & Transit, Ports, and Utilities—by identifying and leading deep, strategic engagements on high-impact "lighthouse" programs, "mega projects," and new market-entry initiatives. The successful candidate will orchestrate a cross-functional team to influence C-level executives, shape project requirements long before procurement, and embed Bentley's solutions across the entire asset lifecycle.
Responsibilities:
- Key Responsibilities
- Your responsibilities will be structured around a portfolio of strategic outcomes designed to build market influence, generate a qualified pipeline of future business, and secure referenceable lighthouse wins.
- Influence:
- Establish "Trusted Advisor" status with C-level executives at infrastructure owner-operators, engineering firms, and government agencies to shape their digital strategy.
- Shape market perception by representing Bentley at targeted industry events and through strategic thought leadership initiatives, establishing key influencer relationships.
- Identify and cultivate strategic partnerships with key stakeholders (e.g., technology firms, systems integrators) to amplify market expansion efforts.
- Pipeline:
- Build and qualify a robust pipeline of long-horizon (18-36 month) mega-projects and new market opportunities.
- Lead the development of market-segment growth strategies and "project pursuit" plans, leveraging deep industry expertise and real-time market intelligence.
- Orchestrate and lead a virtual, cross-functional team (Sales, Solution Engineering, Advisory) to successfully transition qualified programs to the Sales organization.
- Lighthouse Wins:
- Lead joint strategic initiatives with key clients, establishing Bentley as an indispensable partner early in the project lifecycle to secure referenceable "lighthouse" wins.
- Ensure project success and client value on engaged programs, creating success stories that can be replicated.
- Champion and refine repeatable business practices that create a scalable, global Market Development process.
- Requires sitting or standing at will while performing work on a computer (or any other physical requirements).
Qualifications:
- A strong, verifiable track record of success in a senior-level business development, strategic sales, or market creation role within the infrastructure, engineering, or technology sectors.
- Extensive (15+ years) experience across multiple infrastructure sectors, including deep domain expertise in at least two of the following: Rail & Transit, Ports, Utilities, or Airports.
- Demonstrated experience as a "market-maker," with a proven ability to establish new, sector-specific offerings and build strategic partner ecosystems from the ground up.
- Expert knowledge of Asset Lifecycle Management principles and solutions (e.g., EAM/APM systems like IBM Maximo) and the ability to architect complex capital and operational solutions.
- Deep understanding of the North American infrastructure landscape, including industry culture, change management challenges, and the intricacies of funding, governance, and procurement.
- Recognized industry thought leader with an established network and a history of active leadership in major industry forums (e.g., APTA, Cities Today Institute).
- Proven success in a role focused on strategic pursuits with long (18+ month) sales cycles, where success was measured by influence and pipeline origination, not just near-term revenue.
- Demonstrated experience leading complex, multi-year engagements and coordinating matrixed, cross-functional teams.
- Exceptional executive presence, with the ability to build C-level relationships and act as a credible, strategic advisor.
- Bachelor’s degree in Business, Engineering, or a related field; MBA is a plus.
- Experience with CRM software (e.g., Salesforce) for pipeline tracking and reporting.
- A collaborative team player with a demonstrated ability to share insights and best practices.
What We Offer:
- A great Team and culture – please see our colleague video.
- An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction - watch this short documentary about how we got our start.
- An attractive salary and benefits package.
- A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups.
- A company committed to making a real difference by advancing the world’s infrastructure for better quality of life, where your contributions help build a more sustainable, connected, and resilient world. Discover our latest user success stories for an insight into our global impact.
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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
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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 [email protected]