Director, Market Development, ANZ

Director, Market Development, ANZ

Location: Brisbane, Australia

Job Summary:

The Market Development Director is a strategic and dynamic role focused on growing our business, 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. The role encompasses strategic market and industry planning, influencing infrastructure project formulation, driving technology adoption, and ensuring seamless coordination of RFX (Request for Proposal/Information) processes.

A major part of the role is to identify and work on developing project eco-systems of industry players including Utilities, engineering consultancies, owner operators, key public sector agencies, policy makers from federal and state governments and funding agencies. Success in this role 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. We are looking for someone who is adept at developing go-to-market plans, navigating strategic conversations, managing multiple stakeholders, and helping grow sales pipeline.

Key Responsibilities:

Market Research and Ecosystem Development

• Support/Conduct studies and analyze market trends, competitor activities, and potential growth areas to identify new opportunities for Bentley Systems in the ANZ region based on Infrastructure development and funding trends.
• Identify and drive new business opportunities by in accordance with market trends, infrastructure initiatives, and emerging technology needs.
• Map the important Infrastructure Projects in the Power, Mining and Transportation industries in region aligned with Bentley's strategic priorities. Engage with decisions makers of these key projects to develop opportunities for Bentley solutions across the ecosystem.
• Work with the Bentley industry/account growth teams as the industry subject matter expert in envisioning the digital transformation opportunities for Bentley. Play an active part in account planning for expansion and whitespace discovery within Key Industry accounts and win new business from project eco-systems.
• Cultivate relationships with investors, regulators, asset owners, project developers, public and private entities, government influencers, and downstream supply chain participants to influence project outcomes.
• Find, shape, and help us win early stage, and longer-term commissions, across the full lifecycle of major infrastructure programs and schemes.
• Develop and execute strategic ecosystem propositions that enable Bentley's solutions to become integral to infrastructure projects for their full lifecycle.
• Represent Bentley in relevant industry associations and forums, building awareness and impact with public and private owner organizations.
• Build partnerships with digital integration partners to develop a broader ecosystem for deploying Bentley solutions.

Strategic Influence and Project Formulation

• Engage early in the project lifecycle with decision-makers to shape infrastructure planning, design, and technology adoption throughout the full program and asset lifecycle.
• Serve as a thought leader, promoting Bentley's products and solutions to deliver value to stakeholders and our business.
• Provide insights and function as a pivotal source of industry intelligence on trends, projects, and news, sharing information with sales and marketing teams.

Thought Leadership and Advocacy

• Cultivate strong networking C-Level relationships with key customers, infrastructure owners and industry relevant organizations.
• Represent Bentley as a strategic thought leader at conferences, events, trade media and client engagements, advocating for Bentley's technology and its role in solving critical infrastructure challenges.
• Promote Bentley's digital transformation vision and progress through presentations, white papers, and collaboration with industry stakeholders.
• Lead and form digital transformation thought leadership in the infrastructure sector to support the evolution of project workflows using Bentley solutions.

RFX Shaping and Coordination

• Partner with stakeholders to identify and then shape RFPs, RFIs, and tenders to align Bentley's capabilities with project specifications at the earliest stages.
• Lead internal coordination with account managers, technical sales, services, success, and product teams to deliver comprehensive RFX responses, ensuring maximum win rates.
• Collaborate with account teams to qualify and prioritize opportunities across various accounts and industry sectors.

Collaboration and Leadership

• Work closely with Bentley account teams, Evangelists, Solution Engineering, and Product teams to align strategies and drive demand.
• Actively participate in account planning to identify whitespace opportunities and expand existing relationships.
• Partner with Industry Strategy and Product teams to inform strategies using market intelligence and trends.
• Serve as an in-context coach to Bentley Account teams, providing guidance on account and opportunity planning.

Qualifications:

• 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.
• Must be a collaborator who is goal-oriented and confident, with aptitude and desire to build a high-performing team and business.
• Demonstrated ability to get things done, build consensus, resolve conflict, and solve tough business problems, working in concert with others.
• Proven expertise in managing RFX processes and internal cross-functional coordination for effective proposal delivery.
• Familiarity with infrastructure project lifecycles, including regulatory considerations and ecosystem dynamics.
• Demonstrated ability to inspire teams through innovative approaches and strategic vision.
• Knowledge of industry trends, economic drivers, and technology solutions in infrastructure.
• Proficient in presenting digital transformation and platform use cases to influence stakeholders.
• Strong project and engagement management skills with a history of successful implementations.
• Ability to travel up to 35% of the time, as required to meet business needs.
• Familiarity with and other CRM tools.

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.

About Bentley Systems

Around the world, infrastructure professionals rely on software from Bentley Systems to help them design, build, and operate better and more resilient infrastructure for transportation, water, energy, cities, and more. Founded in 1984 by engineers for engineers, Bentley is the partner of choice for engineering firms and owner-operators worldwide, with software that spans engineering disciplines, industry sectors, and all phases of the infrastructure lifecycle. Through our digital twin solutions, we help infrastructure professionals unlock the value of their data to transform project delivery and asset performance.

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, sexual orientation, disability, marital status, religion/belief, national origin, caste, age, or any other characteristic protected by local law or unrelated to job qualifications.