Market Development Manager

Job description

Location: Home-based, United States Position Summary: This is a transformational, senior-level individual contributor role for a Market Development Manager 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 Transportation, Cities, Water and Energy—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. This is a home-based position focused on driving the next phase of Bentley’s growth in North America. 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. - Minimum 50% travel - 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. - 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. - Extensive (8+ years) experience across multiple infrastructure sectors, including deep domain expertise in at least two of the following: Transportation, Cities, Water or Power. - 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 across the infrastructure life cycle (design, construction, operations, and maintenance) including Asset Lifecycle Management principles and solutions (e.g., EAM/APM systems) 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). 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. #LI-CS1 #LI-REMOTE 