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Supporting a long-term client with a new team build

18th July 2023

By Beth Wingad

Bentley Systems are a leading provider of solutions for the infrastructure engineering market. Their technology is used by organisations across the globe to design, manage and operate roads, bridges, rail, utilities and industrial facilities. For the last 40 years they've helped to innovate the global AECO sector and are continuing to push boundaries with their exciting digital twin technologies. 

We've worked in partnership with Bentley for many years, so when they came to us as their go-to provider with a fresh challenge, it’s safe to say we were up for it… 

What was the brief? 

FMC were tasked with scaling out Bentley's brand-new Enterprise sales team. They were specifically looking for one Sales Director and two Account Managers.  

Bentley were lacking a dedicated team for enterprise selling in the US market focused on project control solutions into state, federal and local transportation accounts. This needed a team of people who could convert existing project work to enterprise agreements. Project-based work is common in the Construction industry, and having a team dedicated to moving these to longer-term agreements was central to Bentley's goals. As for their ideal candidate? Someone with their own 'little black book', the ability to sell to the top ENR 250, and experience with large deal sizes was top of their list. 

Industry knowledge was also at the heart of this search. Bentley needed a team of people who really 'got' the industry and had experience with the practical application of the tech - whether that was through selling it at an aligned company or through working in industry.  

Speed of response was also key for Bentley with this project. Following going public in 2020 and a period of change in the business, they needed a team that could hit the ground running. Add to that the fact that the interviewer was flying over from Australia, and the need to get stellar candidates in front of them quickly became clear! 

So what did FMC do? 

Right off the bat we went to our immediate network. We were confident that we already knew some brilliant people who could be just the ticket. Within 24 hours we'd sent over 6 candidates to Bentley to review, thanks to the efforts of our dedicated Digital Construction team. 

Our screening process was, of course, robust. Not only were Bentley looking for people who could do the jobs, they also wanted people who'd add to their brilliant company culture. 

Because of our great relationship with Bentley, they also trusted us to screen the internal candidates they had, and those who applied directly.  

What was the outcome? 

Bentley ultimately ended up hiring more candidates than they'd initially asked for - one Sales Director and three Account Managers - because of the strength of our shortlist and process.  

We're really proud of our speed of response on this project. Within two days of being briefed we had 5 candidates at interview, and the first of the candidates hired walked through the door within a month of us being briefed on the search.  

Don't just take our word for it...

"We have maintained a great partnership with FMC over the years and know that when we have a challenging or discreet position to fill, FMC are always onboard. They understand our business goals and objectives, maintain excellent communication and are always professional. Their industry knowledge is instrumental to their success, and we can always rely on their speed to provide quality candidates." 

Lisa Kenna, Director, Global Talent Acquisition, Bentley Systems