Account Manager, Enterprise Arezzo

Account Manager, Enterprise
Arezzo
Toscana, Arezzo

Location**:Finland (Office-based, Hybrid, or Home-based)

**Position Summary**:

We seek a driven and knowledgeable **Enterprise Account Manager** to join our dynamic team, which is dedicated to advancing digital solutions in the **Finnish AEC Industry**.

As an Account Manager, you will be responsible for managing and growing relationships with key **architects, engineering firms, ** **owner-operators, ** and **contractors** within the AEC industry, helping clients optimize performance through software solutions tailored to meet the customer's specific needs and 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, understand client requirements, and develop strategies to position our software solutions as the ideal fit.

- Solution Selling: Leverage knowledge of the 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 industry trends, 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 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**:

- ** Account Management**: 5+ years in enterprise account management or solution sales, ideally within software, digital transformation, or infrastructure management.

- ** 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.

- ** Language & Culture**: Understanding and experience of Finnish culture, market, and the AEC industry.

Speak and write Finnish and English fluently.

**Preferred Qualifications**:

- Background in digital transformation or SaaS solutions for asset-intensive industries.

- A degree in Business or Engineering 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**:

**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, sexua