Carahsoft Partner Manager

About Bentley Systems

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, and industrial facilities. Our offerings include MicroStation-based applications for modeling and simulation, ProjectWise for project delivery, AssetWise for asset and network performance, and the iTwin platform for infrastructure digital twins. Bentley Systems employs more than 4,000 colleagues and generates annual revenues of more than $700 million, in 172 countries. www.bentley.com

Partner Manager, Carahsoft

Position Summary:

The Government/Carahsoft Partner Manager has responsibility for developing and educating Carahsoft to maximize revenue opportunity at the Channel Programs Sr. Director's direction through leverage of Bentley team members and corporate resources.

Your Day-to-Day:

• Collaborate with Channel Marketing to:
  • Create SLG plan that is wholly customer-centric, executable by Carahsoft
  • Research and suggest specific State & Local/Municipal sweet spots for focus.
  • Train Carahsoft on repeatable sales plays tied to related marketing campaigns.
  • Align the typical S&L user's journey with appropriate assets tied to our value proposition
  • Introduce Repeatable plays and marketing campaigns designed to:
    • Efficiently convert existing low-hanging fruit, tactical opportunities – EG: Microstation to Open Cities Maps conversions.
    • Attack white space and seed net new Digital Cities / Map / Planner / Water / Sewer opportunities in municipalities, cities, counties, and towns
    • Fuel and move the subscription pipeline – EG: help to fill the No Subscriber pool (which becomes the foundation for consolidations and upgrades to Select), and then-No Sub upgrade to Open Access or Select
    • Grow existing usage and product footprints through a series of orchestrated and integrated marketing and sales tactics
    • Help create Sales tools (e.g., call scripts, cheat sheets, battlecards), ABM-style assets (podcasts, webinars, etc.), Digital assets (e.g.: infographics, white papers, etc.)

• Collaborate with Channel Operations Team to maximize revenue opportunity.
• Connect relevant Bentley resources to Partner sales activities.
• Developing and tracking of Partner key performance indicators
• Conduct Quarterly Business Reviews and report the outcome to Channel Sr Director
• Educate Carahsoft on Bentley Organization and resources available for their business
• Assist with Partner onboarding and explain the importance of using Bentley LMS, Bentley LEARN, Be Empowered, and Bentley Cloud for Channel.
• Educate Partner on a specific marketing content for use in Partner marketing activities.
• Respond to inbound enablement queries and route to relevant Bentley colleagues.
• Remain current with Bentley products/solutions, industry trends, and competitive offerings and attends all relevant training directed by the manager, completing satisfactory standards.

Accountability:

• Project Manage the addition of brands onto new Carahsoft contract vehicles.
• Review and approve Carahsoft contractual documents
• Daily Management and Reporting the Results of the Business
• Weekly, Monthly, Quarterly Report of New Business Growth
• Weekly Pipeline Gap Analysis and Action Report
• Weekly Report of Lead Conversion Rates
• Manage Integrity of Opportunities in Bentley CRM System
• On-Going Status Updates Regarding Onboarding activities

What You Bring to The Team:

• Bachelor's degree preferred, and 3-5 years' government/S&L sales experience required.
• Experience working within Government industry is required.
• Experience of working with Channel Partners is a necessity.
• Proven sales experience in, engineering design, analysis, information and content management, and or project collaboration solutions.
• Strong relationship skills and the ability to work through short or long sales cycles.
• Willingness to travel up to 20% of the time.
• Excellent communications skills.
• Microsoft Office Suite and CRM experience desirable.

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Equal Opportunity Employer/Minorities/Females/Veterans/Disabled

Bentley is an equal opportunity employer and considers for employment all qualified applicants without regard to race, color, sex, sexual orientation, gender identity, disability, protected veteran status, religion, national origin, age or any other protected characteristic. Additional information about your rights as an applicant under the law may be found by clicking here and here.

Bentley participates in e-Verify / Bentley participa en e-Verify

Right to Work / Derecho a Trabajar

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 disabilityrequest@bentley.com.

Search Firm Disclosure:
Please be aware Bentley is not accepting unsolicited assistance from search firms for this employment opportunity. This includes any phone calls or emails. All resumes submitted by search firms to any employee at Bentley via-email, the Internet (including social media) or in any form and/or method for this specific position in the absence of a written recruiting agreement executed by both you and/or your firm and Bentley will be deemed the sole property of Bentley and no fee will be paid in the event the candidate is hired by Bentley.