This position can be remote, hybrid or on-site in a Bentley location. Position SummaryThe Vice President of Solution Engineering leads Bentley's global technical sales organization and serves on the Account Advancement Group (AAG) leadership team, reporting to the Chief Revenue Officer (CRO). As a senior commercial and technical leader, this executive shapes how Solution Engineering translates Bentley's technology and industry expertise into user value, competitive differentiation, and sustainable growth globally.
The VP leads Solution Engineering across AMER, EMEA, APAC, Medium, Small, and Bentley Learn, aligning technical and industry expertise with Bentley's highest-value account and growth opportunities. The organization drives technical discovery, solution development, account engagement, adoption, and measurable ARR growth. The leader should bring a foundational understanding of the infrastructure and engineering software landscape and the workflows Bentley's users rely on.
A key priority is evolving Solution Engineering into a more proactive, account-focused growth organization while building a new forward-deployed engineering capability at the intersection of infrastructure engineering and software development. These teams will combine domain expertise with software engineering, coding, AI, APIs, MCP integrations, agents, and data integration to work directly with accounts, rapidly solve high-value challenges, and turn successful solutions into repeatable capabilities that scale across Bentley.
While similar to traditional Forward Deployed Engineering models, Bentley may evolve this capability under an infrastructure-focused identity that reflects the combination of engineering expertise, software development, and AI.
Key Responsibilities- Lead the transformation of Global Solutions Engineering, setting the strategic direction and translating it into an effective operating model, including organizational design, workforce and capability planning, investment recommendations, resource allocation, and performance expectations across a 250+ person global organization.
- Drive ARR, consumption, and account growth by aligning technical resources to the accounts, solutions, and opportunities with the greatest commercial potential.
- Lead the evolution toward AI-enabled and Forward Deployed Engineering, expanding SE capabilities beyond traditional presales into AI agents, APIs, MCP integrations, automation, data integration, and solution development directly with accounts.
- Establish Technical Discovery as a core discipline, deeply understanding account priorities, workflows, technology environments, and business challenges and translating those insights into actionable opportunities.
- Increase proactive account engagement, shifting SE from primarily opportunity-driven support toward continuous technical engagement focused on identifying new use cases, adoption opportunities, and growth.
- Strengthen technical account planning with Account Management, identifying whitespace, competitive displacement, modernization, technology adoption, and measurable pathways to ARR growth.
- Modernize technical sales execution across discovery, solution architecture, demonstrations, workshops, proofs of value, technical validation, and technical closure.
- Create scalable technical sales motions, turning successful discoveries, AI solutions, integrations, demonstrations, and workflows into repeatable approaches that can be deployed globally.
- Connect pre- and post-sales execution by partnering closely with Professional Services and Data Optimization to accelerate implementation, modernization, adoption, consumption, and long-term account value.
- Strengthen the SE-Product & Technology connection, creating a strong feedback loop for account requirements, product gaps, competitive intelligence, API needs, and emerging technology opportunities.
- Accelerate adoption of strategic technologies, including Bentley Infrastructure Cloud, AI, APIs, MCP, digital delivery, acquired technologies, and emerging commercial offerings.
- Lead organizational transformation through change, evolving skills, roles, operating models, and ways of working while maintaining execution, account continuity, and team engagement.
- Build the next generation of SE talent, developing leaders and technical professionals with stronger AI, software, API, industry, commercial, and account-facing capabilities.
- Establish measurable accountability, including account coverage, technical discoveries, resource allocation, pipeline influence, adoption, consumption, and contribution to ARR.
- Create a high-performance culture with measurable accountability for business outcomes, organizational effectiveness, user impact, and talent health.
- Represent Bentley with strategic accounts and industry leaders, providing executive and technical leadership in major account engagements, industry forums, conferences, and advisory groups.
Measures of Success / KPIsCommercial Impact- ARR, consumption, pipeline influence, and technical win rates
- New-logo growth, competitive displacement, and product/workflow expansion
Account Engagement- Strategic account coverage, proactive engagement, and technical account plan execution
- Executive, technical stakeholder, and in-person engagement
Technical Discovery & Execution- Technical Discovery volume, quality, and conversion to opportunities
- Proof-of-value success and identification of new use cases/workflows
Adoption & Consumption- Usage growth, strategic product adoption, and cloud/current-version migration
- Removal of technical barriers to adoption and growth
Organizational Health & Leadership - Leadership bench strength and succession readiness
- Key talent retention and employee engagement
- Internal promotion and leadership development outcomes
- Successful execution of organizational transformation initiatives
Operational Effectiveness- Solution Engineering productivity and coverage effectiveness
- Investment efficiency and resource utilization
- Reusable technical solutions and cross-functional execution across Sales, Services, Product, and Marketing
Leadership ProfileThe successful candidate must operate as an enterprise executive, balancing short-term commercial performance with long-term organizational capability. They should demonstrate a track record of building and transforming large global organizations, influencing executive decision-making, developing senior leaders, and driving sustainable business outcomes through strategy, execution, and organizational health.
The successful candidate must be a commercially oriented technical leader, not simply the most technically accomplished person in the organization.
They should have significant experience leading global technical sales, presales, Solution Engineering, or related organizations within enterprise software or infrastructure technology; a demonstrated ability to connect technical engagement to measurable revenue outcomes; experience operating across regions and market segments; and the ability to engage credibly with both engineering practitioners and senior executives.
The individual must be equally comfortable discussing an account's engineering workflow, developing a technical engagement strategy, challenging a sales strategy, working with Product leadership on technology gaps, and managing a global organization against measurable commercial outcomes.
They should bring a strong bias toward execution, collaboration, accountability, and developing leaders-and understand that Solution Engineering succeeds when technical expertise translates into meaningful account outcomes and sustainable growth.
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