**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

📌 Account Manager, Enterprise (Città Metropolitana di Firenze)
🏢 Bentley Systems
📍 Città Metropolitana di Firenze