Technical Account Manager

Location:

Home-based, UK. Open to candidates in other locations in Europe. Are you ready to help some of the world’s leading infrastructure organizations turn ambitious business outcomes into clear, achievable technical direction? Bentley is looking for a Technical Account Manager (TAM) to act as a strategic technical partner to our most important accounts. Working in tandem with the Account Manager, you will build a deep understanding of what our customers are trying to achieve, identify what is preventing them from getting there today, and bring together the right Bentley people, technology and expertise to shape the right way forward.

This is not a role centered on simply presenting products. You will help customers make important technical decisions across complex organizations, workflows and technology landscapes. You will connect business ambition with technical strategy, make the complex easier to navigate, challenge assumptions when needed, and ensure the solutions we recommend genuinely address the customer’s needs. Sometimes that will mean helping a customer get more value from Bentley technology they already own.

Sometimes it will mean introducing new capabilities. Where specialist expertise or Services are needed, you will bring them in at the right time. The objective is always the same: the right solution for the customer’s challenge, with a clear path to lasting value. The TAM role sits within Bentley’s Solution Engineering organization and is predominantly pre-sales. Success comes from creating positive customer impact, progressing technically sound opportunities, increasing effective product consumption and supporting sustainable recurring revenue growth because our customers are succeeding with Bentley.

Partner with Account Management and Value Engineering to understand each customer’s business drivers, ambitions, desired outcomes and measures of success, and use these as the reference point for technical decisions. Lead and orchestrate technical discovery to establish the customer’s current environment, including workflows, technology, data, architecture, integrations, constraints and organizational capability. Identify the evidenced capability gaps that prevent the customer’s current environment from achieving the outcomes they are seeking.

Shape the recommended future direction with the customer and the appropriate Bentley specialists, translating business needs into a clear To-Be state and agreed Technical Intent. Ensure Bentley solutions are positioned because they are the right fit for the customer’s challenge - not simply because more technology or more Services could be sold. Help customers understand the art of the possible through workshops, solution discussions, demonstrations, proofs and specialist engagement appropriate to the opportunity.

Technically qualify and progress known opportunities, identify and remove material technical barriers, and drive opportunities towards Technical Closure. Discover new opportunities by identifying genuine customer needs that Bentley can help address through existing capabilities, new solutions, expanded usage or appropriate Services. Increase effective product consumption and support sustainable ARR growth by helping customers gain broader and deeper value from Bentley capabilities.

Identify, assemble, brief and coordinate the right Solution Architects, Application Engineers, Subject Matter Experts, Product specialists and other contributors for both single-product and multi-product opportunities. Maintain one coherent technical story across specialist contributions so that products, architecture, workflows and Services remain aligned to the same customer outcomes. Own and maintain the Technical…