The posting
Location: Home-based, UK. Open to candidates in other locations in Europe.
Position Summary:
Are you ready to help some of the world’s leading infrastructure organizations turn ambitious business outcomes into clear, achievable technical direction?
Bentley is looking for a Technical Account Manager (TAM) to act as a strategic technical partner to our most important accounts. Working in tandem with the Account Manager, you will build a deep understanding of what our customers are trying to achieve, identify what is preventing them from getting there today, and bring together the right Bentley people, technology and expertise to shape the right way forward.
This is not a role centered on simply presenting products. You will help customers make important technical decisions across complex organizations, workflows and technology landscapes. You will connect business ambition with technical strategy, make the complex easier to navigate, challenge assumptions when needed, and ensure the solutions we recommend genuinely address the customer’s needs.
Sometimes that will mean helping a customer get more value from Bentley technology they already own. Sometimes it will mean introducing new capabilities. Where specialist expertise or Services are needed, you will bring them in at the right time. The objective is always the same: the right solution for the customer’s challenge, with a clear path to lasting value.
The TAM role sits within Bentley’s Solution Engineering organization and is predominantly pre-sales. Success comes from creating positive customer impact, progressing technically sound opportunities, increasing effective product consumption and supporting sustainable recurring revenue growth because our customers are succeeding with Bentley.
Responsibilities:
- Partner with Account Management and Value Engineering to understand each customer’s business drivers, ambitions, desired outcomes and measures of success, and use these as the reference point for technical decisions.
- Lead and orchestrate technical discovery to establish the customer’s current environment, including workflows, technology, data, architecture, integrations, constraints and organizational capability.
- Identify the evidenced capability gaps that prevent the customer’s current environment from achieving the outcomes they are seeking.
- Shape the recommended future direction with the customer and the appropriate Bentley specialists, translating business needs into a clear To-Be state and agreed Technical Intent.
- Ensure Bentley solutions are positioned because they are the right fit for the customer’s challenge - not simply because more technology or more Services could be sold.
- Help customers understand the art of the possible through workshops, solution discussions, demonstrations, proofs and specialist engagement appropriate to the opportunity.
- Technically qualify and progress known opportunities, identify and remove material technical barriers, and drive opportunities towards Technical Closure.
- Discover new opportunities by identifying genuine customer needs that Bentley can help address through existing capabilities, new solutions, expanded usage or appropriate Services.
- Increase effective product consumption and support sustainable ARR growth by helping customers gain broader and deeper value from Bentley capabilities.
- Identify, assemble, brief and coordinate the right Solution Architects, Application Engineers, Subject Matter Experts, Product specialists and other contributors for both single-product and multi-product opportunities.
- Maintain one coherent technical story across specialist contributions so that products, architecture, workflows and Services remain aligned to the same customer outcomes.
- Own and maintain the Technical Strategy Plan as the single source of truth for the customer’s technical direction, linking business drivers to current state, capability gaps, future state, opportunities, initiatives and decisions.
- Give Services early visibility of credible opportunities where delivery expertise may be required; collaborate on scope development and ensure a clear, high-quality handover when execution transfers to Services.
- Support account planning and the Bentley Sales Process, and use Salesforce and agreed account tools to document the information required to progress opportunities and maintain account continuity.
- Stay informed about infrastructure industry trends, customer challenges, Bentley solutions, relevant standards and competitive technologies so that advice remains current and credible.
- Build trusted relationships with customer stakeholders at different levels, from technical practitioners to senior leaders, and communicate consistently, clearly and in a way that helps customers make confident decisions.
- Foster a culture of 'One Bentley' by collaborating across Sales, Solution Engineering, Value Engineering, Services, Support, Product and Technology in a way that benefits our accounts.
- This is an individual contributor, full-time role.
Qualifications:
- Bachelor’s degree in engineering, technology, computer science, construction, infrastructure, or a related field, or equivalent relevant experience.
- 10+ years’ relevant experience in infrastructure technology, engineering software, digital transformation, enterprise solutions, technical consulting, solution engineering or a comparable environment.
- Strong customer-facing experience, ideally in technical pre-sales, solution consulting, strategic technical account management or enterprise architecture.
- Demonstrable ability to understand business goals and translate them into practical technical direction, solution requirements and next steps.
- Strong technical breadth and judgement across areas such as enterprise applications, data, integration, cloud and deployment, security, interoperability, performance and solution architecture.
- Ability to recognize when specialist expertise is required and to assemble and coordinate multidisciplinary teams without needing to be the deepest expert in every subject.
- Excellent communication, facilitation and presentation skills, with the ability to make complex topics understandable to audiences with different levels of technical knowledge and seniority.
- Strong stakeholder-management skills and confidence working with senior customer leaders, technical teams and internal executives.
- Commercial awareness combined with customer-first judgement - able to progress opportunities while ensuring recommendations remain grounded in genuine customer need and long-term value.
- Independent judgement, curiosity, creativity and strong problem-solving skills, with the confidence to ask difficult questions and challenge assumptions constructively.
- Strong organizational and time-management skills, with the ability to manage multiple strategic accounts, opportunities and specialist engagements.
- Experience in one or more infrastructure sectors such as transportation, water, energy, utilities, cities, construction, mining or industrial infrastructure is preferred.
- Knowledge of Bentley applications and digital twin solutions is preferred; strong experience with comparable enterprise engineering or infrastructure technology platforms will also be considered.
- Knowledge of standards and practices relevant to digital engineering and information management, such as ISO 19650, is advantageous.
- Willingness to travel within the UK and Ireland and, where required, elsewhere in Europe, around 25%.
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#LI-REMOTE
This is a Home-based role.
What We Offer:
- Step into a collaborative work environment where ideas flourish, and teamwork propels us forward towards shared success.
- An attractive salary and benefits package.
- Bentley Impact Day: take a day off from work to volunteer with an organization of your choice.
- Celebrate milestone achievements and moments that matter through our colleague recognition award programs and our Bentley Achievers platform.
- A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups.
- Be part of 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.
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’ 5,200 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.
