Job Description
Location: Dublin, Ireland (Hybrid) Position Summary: As part of the Sales Operations group, the Director, Pursuit & Capture sets the strategic direction for the Pursuit & Capture organization and implements structures to support Bentley's commercial models to the maximum advantage of the company and our accounts. This position engages executives and directors to shape opportunities and guide execution; develops common approaches for addressing accounts; and leads and supports analysts in applying commercial structures and developing deal synopses that facilitate and drive C-level deal approval and support. The Director, Pursuit & Capture is also responsible for continuous refinement and tuning of the deal-review process-from intake to back office-addressing non-standard requests with an impact on revenue and standard transactional requests. This position serves as a primary conduit between Sales and the balance of the company, providing bidirectional deal support-ensuring communications are clear and governance observed. Establishing metrics for team and colleague performance, the Director, Pursuit & Capture uses analytics to drive continuous improvement and greater achievement. Your Day-to-Day: Deliver against defined corporate financial outcomes, bringing clarity to complex transactional throughput and outcomes Ensure commercial integrity of all deals Model and recommend optimized revenue and margin structures Partner with stakeholders, including Sales, Finance, and Legal, to align deal strategy and approach, in a holistic consideration of account health, pricing, payment structures, revenue recognition, business and legal terms, and product elements Devise and implement extensible methods of applying Bentley's commercial programs to non-standard accounts/opportunities with a focus on providing solutions that meet account needs, and which align with Bentley's ability to execute Work closely with the field teams to gather deal information, assess requirements, and provide support in structuring complex, non-standard deals working with cross-functional stakeholders Develop and document workflow, internal controls, and procedures and maintain audit checks for deal development and approval; continuously refine and improve the deal review process, documentation, and systems applied to standard and non-standard transactions Partner with Commercial Programs to implement and integrate commercial adjustments with minimal business impact Work with Ecosystem and Ventures organization to align commercial and business approaches with various partners' RTM Demonstrate operational excellence, and advance processes and system requirements to provide an elevated experience-for colleagues and customers-at scale Expand analyst profile, habituating current organization to strategic approaches to accounts/opportunities Establish targets for Analyst operation against measurable KPIs; cultivate and deliver weekly analytics on departmental and individual performance Ensure all Offer Management work products are accurate, timely, executable, and useful Use data to identify areas of improvement, inform solutions, execute initiatives, and communicate results Improve systems and system operation by working with Business Systems, Data Operations, and other groups to streamline and accelerate request intake, record, and report deal parameters, and facilitate and simplify approval/escalation workflows Provide Sales with ongoing guidance on deal and order best practices, utilizing historical trends in conjunction with current compliance policies Cultivate an enablement culture, where analysts collaborate with the field and educate during the process of deal development; support and inform account- and opportunity-planning activities What You Bring to The Team: Bachelor's or Master's degree in relevant discipline or equivalent combination of education and work-related experience 15+ years of combined experience in Deal Desk, Finance, Sales, Sales Operations, Revenue Operations or equivalent roles Financial acumen, ability to translate corporate financial goals into consistent deal support strategy Extremely effective communicator with exceptional English writing and public-speaking skills; capable of interacting with colleagues at every level and across every business line, enhancing process engagement from stakeholders Extensive experience in leveraging systems (e.g., Salesforce, Snowflake; QlikView, Power BI) for analysis and synthesis, creating actionable insights, drawing data-driven conclusions, and establishing metrics and recurring reporting to monitor performance Demonstrated experience in complex deal development spanning a large enterprise operation Track record of executing multiple strategic programs across an organization, including process improvements, systems enhancements, and enablement Demonstrated ability to hire, manage, and develop talent and lead a high-performing team Ability to effectively identify, prioritize, and manage initiatives leveraging KPIs, KSOs, and MBOs systems across a global team 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 diversely international team. A supportive and collaborative environment. Colleague Recognition Awards. About Bentley Systems: Bentley Systems (Nasdaq: BSY) is the infrastructure engineering software company. We provide innovative software to advance the world's infrastructure - sustaining both the global economy and environment. Our industry-leading software solutions are used by professionals, and organizations of every size, for the design, construction, and operations of roads and bridges, rail and transit, water and wastewater, public works and utilities, buildings and campuses, mining, and industrial facilities. Our offerings, powered by the iTwin Platform for infrastructure digital twins, include MicroStation and Bentley Open applications for modeling and simulation, Seequent's software for geoprofessionals, and Bentley Infrastructure Cloud encompassing ProjectWise for project delivery, SYNCHRO for construction management, and AssetWise for asset operations. Bentley Systems' 5,200 colleagues generate annual revenues of more than $1 billion in 194 countries. 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. 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