Head of Sales, O&G Industry - Optimization SW

Overview

Our client is a market leading scheduling and optimization software company developing advanced scheduling SW solutions for SMB & Enterprise operations. Their solutions provide operational efficiency, reducing cycle times and improving collaboration within project teams.     

 Responsibilities

As the leader of the O&G Industry sales team you will meet or exceed the company’s annual revenue targets through effective management of the account management and presales engineering team. You will work with the CEO to establish the Global sales plan (incorporating individual account manager sales quotas and territories), assist the account managers in building their individual sales plans, and manage the sales forecast to provide a predictable revenue stream for execution of the company’s business plan.

You will ensure that demonstrations provided to prospects are high quality, accurately reflect the company’s product capabilities, and aligned with customer needs. You will regularly meet with customers to ensure that they are satisfied with the company’s products and services, and to determine where there are new opportunities to broaden the offerings to address market needs. As well, you will liaise with the Marketing team to drive an effective lead generation program as new products and services are devised.

Position Focus

You will provide input to the yearly sales plan, and translate goals into individual account manager sales quotas. By motivating, advising, and coaching the members of the sales team you will ensure that individual sales targets are met, and you will address any areas needing improvement, so that a consistently high level of performance is achieved. This means developing a scalable sales process that results in traction in the target market, and that is followed by all team members. An important part of this process will be tracking and analyzing sales data on a weekly basis to provide input to company management, and feedback to the sales team.

You will need to maintain a deep understanding of customer needs and market trends, as well as competitive threats, and will devise sales strategies to acquire new customers. You will support marketing activities, including trade shows, industry seminars, and relevant networking events.

You must fit into a small company environment, possess demonstrated leadership qualities, and be eager to take on challenges that are not found in more structured organizations. You must also be a proactive and independent thinker, able to take ownership of tasks with little supervision.

Skills & Experience

• You will need to be a highly motivated and innovative individual who can work independently, while leveraging various internal and external groups necessary to achieve success for all stakeholders

• Proven sales ability: 10+ years relevant background in a high-technology sales role, in the oil & gas industry

• Proven leadership ability: this means motivating your reports (10 people) to achieve goals, providing guidance and coaching when needed, resolving performance issues, and recruiting / terminating if appropriate

• Excellent written, verbal and interpersonal communication skills

• Ability to understand competitive threats, both from a technical and business perspective, and put in place plans to mitigate those threats

• Experience with widely-used office applications (e.g. MS-Office)

• Knowledge of Upstream operations and knowledge of resource scheduling issues in the maintenance and upstream oil & gas sectors is desirable, but not essential for this role

• Reliable, flexible, and collaborative work style

• Relevant BSc/MSc degree (e.g., Business, Petroleum Engineering)

 Other

• This position can be based in Canada or the USA

• Regular travel within North America with some overseas trips required (up to 30%)

 For transparency reporting purposes, the estimated base compensation range is US$170k to US$190k annually plus bonus and commission based on Team revenue generated. This range is an estimate only and may be adjusted to reflect market conditions.

Contact

Darrell Bowman - T: 604-639-9562, darrell@corporate.bc.ca

Account Executive - SMB SW Sales

Overview

Our client is a market leading scheduling and optimization software company developing advanced scheduling SW solutions for SMB & Enterprise operations. Their solutions provide operational efficiency, reducing cycle times and improving collaboration within project teams.     

 Responsibilities

As a member of the sales team, you'll be responsible for meeting short- and long-term sales goals, working with a select group of small to medium sized independent oil & gas companies as target accounts. You will assist these companies in improving the efficiency of their upstream and field planning operations using the company’s advanced scheduling products. You will do this by building mutually beneficial relationships based on trust: the ability to develop and maintain deep relationships with senior decision-making individuals within each account will be an essential skill that you bring to this role. You should have a ‘Hunter’ mentality and be experienced in finding the right buyers and influencers within and across an organization as well as be comfortable developing and expanding relationships within existing customers.

Position Focus

You will develop a strategy for each account that will incorporate revenue expectations, product deployment options and team capability/availability, account needs and expectations, and competitive immunity needs. You will also work with product marketing and development to identify and validate product features and solutions required by your target accounts. Describing advanced product features, benefits, and future product concepts, and linking them to industry needs, will be an integral part of your role as a thought-leader in the operations scheduling domain, supported by a technical sales team.

Skills & Experience

• You will need to be a highly motivated and innovative individual who can work independently, while leveraging various internal and external groups necessary to achieve success for all stakeholders

• Excellent written and verbal communication and interpersonal skills

• Have good time management discipline with the ability to manage several projects at the same time.

• Strong knowledge of upstream oil & gas operations

• Demonstrated success in developing and implementing selling strategies for oil & gas software solutions

• The ability to gain support of ideas, proposals, and solutions, through negotiation

• At least 5 years of experience in account management and/or software sales

• Demonstrated success in managing relationships with key senior customer individuals

• Ability to deal with a wide range of technical and non-technical individuals

• Strategic and tactical thinking and problem-solving skills

 Other

• Competitive compensation package: base salary + commission (renewal & net new)

• Challenging and dynamic environment where you can bring your skills and experience to bear on important issues facing your clients.  There is a premium placed on delivering innovative and quality solutions, while having fun doing it.

• Extended Healthcare and Dental plan

• Regular travel will be required

• This is a remote based position with the incumbent ideally located in the Houston Texas to Oklahoma City Oklahoma corridor.

 For transparency reporting purposes, the estimated base compensation range is US$120k to US$150k annually plus uncapped commission (50/50). This range is an estimate only and may be adjusted to reflect market conditions.

Contact

Darrell Bowman - T: 604-639-9562, darrell@corporate.bc.ca