Market Developer Lead

The Market Development Director plays a pivotal role in driving business growth by expanding Bentley Systems' impact within the infrastructure and construction industries.

This position involves identifying opportunities at early stages, building and fostering relationships with key stakeholders, and advocating for Bentley's solutions to address industry challenges.

Strategic market and industry planning, influencing infrastructure project formulation, driving technology adoption, and ensuring seamless coordination of RFX processes are also key responsibilities.

The major part of the role is to identify and work on developing project ecosystems of industry players including utilities, engineering consultancies, owner operators, key public sector agencies, policy makers from federal and state governments and funding agencies.

Success relies on continuing to build Bentley's relationship with Key Accounts, Infrastructure Owners and policy makers to become their strategic partner of choice in ANZ.

The Market Development Director will develop go-to-market plans, navigate strategic conversations, manage multiple stakeholders, and help grow the sales pipeline.

• Market Research and Ecosystem Development:
  • Support/Conduct studies and analyze market trends, competitor activities, and potential growth areas to identify opportunities for Bentley Systems in the ANZ region based on infrastructure development and funding trends.
  • Identify and drive new business opportunities in line with market trends, infrastructure initiatives, and emerging technology needs.
  • Map important infrastructure projects in the Power, Mining and Transportation industries in the region aligned with Bentley's strategic priorities and engage with decision makers to develop opportunities for Bentley solutions.
  • Cultivate relationships with investors, regulators, asset owners, project developers, public and private entities, government influencers, and downstream supply chain participants to influence project outcomes.
  • Represent Bentley in relevant industry associations and forums, raising awareness with public and private owner organizations.

• Strategic Influence and Project Formulation:
  • Engage early in the project lifecycle with decision-makers to shape infrastructure planning, design, and technology adoption across the full program and asset lifecycle.
  • Act as a thought leader, promoting Bentley products and solutions to deliver value to stakeholders and the business.
  • Provide insights and serve as a primary source of industry intelligence on trends, projects, and news for sales and marketing teams.

• Thought Leadership and Advocacy:
  • Cultivate strong networking with C-Level customers, infrastructure owners and relevant industry organizations.
  • Represent Bentley as a strategic thought leader at conferences, events, trade media and client engagements, advocating for Bentley's technology.
  • Promote Bentley's digital transformation vision through presentations, white papers, and collaboration with industry stakeholders.

• RFX Shaping and Coordination:
  • Collaborate with stakeholders to identify and shape RFPs, RFIs, and tenders to align Bentley's capabilities with project specifications at early stages.
  • Coordinate with account managers, technical sales, services, success, and product teams to deliver comprehensive RFX responses and maximize win rates.

• Collaboration and Leadership:
  • Work closely with Bentley account teams, evangelists, Solution Engineering, and Product teams to align strategies and drive demand.
  • Participate in account planning to identify whitespace opportunities and expand relationships.

Key qualifications include a bachelor's degree in engineering, business administration or related field, and/or 15+ years of experience in the infrastructure, engineering, construction and/or operations industry with a strong background in business development or sales.

Experience engaging with public and private sector stakeholders and influencing project lifecycles, collaborative and goal-oriented with aptitude and desire to build a high-performing team and business, proven ability to get things done, build consensus, resolve conflict, and solve complex business problems with others.