Sensia, the first fully integrated digital oilfield automation solutions provider, makes the production, transportation, and processing of oil & gas simpler, safer and more secure.
Headquartered in Houston, Texas, Sensia is a joint venture between Rockwell Automation and Schlumberger. Sensia employs approximately 1,000 people and serves customers in more than 80 countries.
the leading automation specialist in oil & gas production, transportation and processing with a team of 1,000+ experts serving customers globally.
Job DescriptionThe Digital Sales Manager is responsible for Sensia Digital Sales via Direct Sales, Regional Sales, and through Digital Sales that achieve revenue projections for Sensia’s Digital AOP targets, enabling the company’s comprehensive Oil and Gas Digital Strategy to the Industry.
The Digital Sales Manager Role and Responsibility listed and should not limited activities to be successful and drive collaboration with others to achieve AOP goals and targets for Sensia. Able to work in an agile environment and provide leadership to others through indirect reporting is essential to the Role’s success.
- Achieve Sensia’s Digital Sales Targets, and meet business revenue plans for Digital Solutions, Software, and Services using a discipline sales process within targeted and shared accounts.
- Directly responsible for meeting and exceeding quota by actively negotiating and bringing opportunities to closure while working with the broader matrixed Sensia sales teams.
- Partners and Collaborates with Sales Team on Key Digital Opportunities to attach the full Sensia portfolio of Products, Solutions, and Services
- Develop and manage an accurate sales forecast and pipeline of Sensia Digital Solutions, Software, and Service via Direct Sales, Regional Sales, and Digital Saless
- Generate new account relationship and account development in new markets for Sensia in the Digital, Digitalization, Digital Oil Filed Segment
- Ensure complete Customer proposal information; Scope of Work, Commercial Position, Preliminary Technical Solutions are provided to the Sensia Proposal Team. Champion the Proposal accurately meets Customer’s expectations and timing. Work collaborative with Proposal to ensure a positive outcome from the Customer to benefit Sensia to close.
- Assist in the development of project scope and ROI analysis. Utilize value selling techniques to quantify project ROI and structure commercial deals accordingly.
- Provide formal regular status reports to sales management which include forecast, pipeline, and activity summary information. Monitor & report revenue and pipeline results weekly via CRM tool for assigned Accounts, Saless, and Geographies to ensure performance goals are met.
- Develop strong business & financial knowledge of Sensia’s Digital offering and its impact on potential business. Demonstrate understanding of Digital, IOT, Digitalization, and other emerging technology trends and their impact on business decisions in assigned Accounts, Saless, and/or Geography and clearly communicate this knowledge to extended sales teams.
- Be involved in Regional Oil and Gas Digital Community, Established Voice of the Customer Champions, Understand Digital Trends. Lead Sensia Digital Infinity Team activities in Digital, Digital Solutions & Services.
- Establish and maintain Executive Customers relationship in Digital that will benefit the success of Sensia.
- Oil and Gas Industry experience in Production and Operations work processes. Knowledge of current Digital Technologies relative to Oil and Gas. Ability to conduct Business Assessments and identified key issues and then provide Solutions to address issues.
- Understand the impacts and technologies associated with Flow Assurance, Mechanical Integrity, and Production Optimization in the Exploration and Production Segment.
- Be a Team Member, Collaborator, and able to lead Teams from an indirect influencing Role
- Bachelor or master’s degree in engineering, supply chain, computer science, petroleum engineering, O&G Operations, information technology or related discipline preferred; equivalent experience considered
- Prior pre-sales, direct sales or consulting experience Familiarity with supply chain concepts, Production, logistics, Operational flow and interaction with IT /OT and Production / Operations Leadership.
- Application Experience:
- Management, Performance Management, Business Analysis, Operations, Financial Operations, Digital, Work Force Efficiency, and /or Optimization Solutions
- Industry Experience:
- Oil and Gas: Exploration & Production, Transportation, Midstream
- Working knowledge of Industry 4.0 and Internet of Things technologies
- IOT / IIOT / Software / Annual Recurring Revenue-Subscription model type of experience
- Ability to engage all levels of Leadership – CxO, operations leadership, technical leadership, asset leadership and IT/OT
- Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our products, information software & services
The role requires leveraging significant industry and financial business knowledge to create demand and persuade through the development/ presentation of compelling purchasing rationales in a highly competitive environment. Viewed as Professional Digital Sales Leader by the company and in the market, the Digital Sales Manager is accountable for driving strategic deals to closure. The Digital Sales Manager sets the Digital Team’s strategic objectives and winning strategy for pursuits working in conjunction with the direct account, and regional/global team and Sales Partners.
