Market Development Manager Job Details | Bentley Systems

Bentley Systems is a global leader in software solutions for infrastructure professionals. They are seeking a Market Development Manager to drive strategic engagements in key infrastructure sectors, influencing C-level executives and shaping project requirements before procurement.

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
• 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
• 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
• 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)

Requirements:

• Bachelor's degree in civil engineering, infrastructure management, business administration, or a related technical or policy field
• A strong, verifiable track record of success in business development, strategic sales, or market creation role within the infrastructure, engineering, or technology sectors
• 5-7 years of experience across multiple infrastructure sectors, including 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
• 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