Market Development Manager

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This is a transformational, individual contributor role for a Market Development Manager who will be instrumental in elevating Bentley to the premier infrastructure technology platform across the Americas.

Reporting to the Director, Market Development, you will shape the future of key infrastructure sectors—including Rail & Transit, Ports, and Utilities—by identifying and leading deep, strategic engagements on high-impact "lighthouse" programs, "mega projects," and new market-entry initiatives. The successful candidate will orchestrate a cross-functional team to influence C-level executives, shape project requirements long before procurement, and embed Bentley's solutions across the entire asset lifecycle.

• Your responsibilities will be structured around a portfolio of strategic outcomes designed to build market influence, generate a qualified pipeline of future business, and secure referenceable lighthouse wins.
• Establish "Trusted Advisor" status with C-level executives at infrastructure owner-operators, engineering firms, and government agencies to shape their digital strategy.
• Shape market perception by representing Bentley at targeted industry events and through strategic thought leadership initiatives, establishing key influencer relationships.
• Identify and cultivate strategic partnerships with key stakeholders (e.g., technology firms, systems integrators) to amplify market expansion efforts.
• Build and qualify a robust pipeline of long-horizon (18-36 month) mega-projects and new market opportunities.
• Lead the development of market-segment growth strategies and "project pursuit" plans, leveraging deep industry expertise and real-time market intelligence.
• Orchestrate and lead a virtual, cross-functional team (Sales, Solution Engineering, Advisory) to successfully transition qualified programs to the Sales organization.
• Lead joint strategic initiatives with key clients, establishing Bentley as an indispensable partner early in the project lifecycle to secure referenceable "lighthouse" wins.
• Ensure project success and client value on engaged programs, creating success stories that can be replicated.
• Champion and refine repeatable business practices that create a scalable, global Market Development process.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

• Bachelor's degree in civil engineering, infrastructure management, business administration, or a related technical or policy field.
• A strong, verifiable track record of success in business development, strategic sales, or market creation role within the infrastructure, engineering, or technology sectors.
• 5-7 years of experience across multiple infrastructure sectors, including domain expertise in at least two of the following:
  Rail & Transit, Ports, Utilities, or Airports.
• Demonstrated experience as a "market-maker," with a proven ability to establish new, sector-specific offerings and build strategic partner ecosystems from the ground up.
• Expert knowledge of Asset Lifecycle Management principles and solutions (e.g., EAM/APM systems like IBM Maximo) and the ability to architect complex capital and operational solutions.
• Deep understanding of the North American infrastructure landscape, including industry culture, change management challenges, and the intricacies of funding, governance, and procurement.
• Recognized industry thought leader with an established network and a history of active leadership in major industry forums (e.g., APTA, Cities Today Institute).
• Proven success in a role focused on strategic pursuits with long (18+ month) sales cycles, where success was measured by influence and pipeline origination, not just near-term revenue.
• Demonstrated experience leading complex, multi-year engagements and coordinating matrixed, cross-functional teams.
• Exceptional executive presence, with the ability to build C-level relationships and act as a credible, strategic advisor.
• Experience with CRM software (e.g., Salesforce) for pipeline tracking and reporting.
• A collaborative team player with a demonstrated ability to share…