Senior Digital Sales/ Account Manager

About Us: 
IPMC is one of Nigeria oilfield service companies providing innovative solutions, technology and services to the oil and gas industry. The Company operates in Nigeria and has a network of, manufacturing, service, research and development, and training facilities.
It delivers innovative technologies and services designed to meet the world's current and future energy needs in a safe, ethical, and sustainable manner. Grounded by our core values and inspired by our world-class people, we are committed to being a trusted business partner to those we serve.

Role Summary:
In this Sales position, the Senior Digital Sales / Account Manager will be responsible for identifying sales opportunities within existing and new accounts, partner with the customers and influence their digital journey. You will drive key activities, including prospecting, strategy and account planning, executive relationship development, discovery assessment, leveraging the extended IPMC team, etc. for the Commercial-Off-The-Shelf solutions and products (COTS) for the APAC region.

Essential Responsibilities:
• Develop a value selling framework for IPMC region business - tailor deal lifecycle, enablement deliverables, required resources, technology support, maturity model, sales methodology etc.
• Establish a deep understanding of customers' business needs by creating value to customers for our Digital solution footprint
• Add value to the customer's business and maintain a goal-oriented approach to the business partnership
• Demonstrate to customers how they benefit by partnering with IPMC and how our solutions deliver results
• Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer divisions and geographic poles that is aligned to the agreed account goals.
• Develop and execute an Account Playbook that formalizes the "go high / go low" strategy for the Enterprise account. Where applicable, develop a joint Governance process with executive sponsorship that aligns along the following pillars - Commercial, Product/Technology, Implementation and Support. 
• Leverage the "Big IPMC" by coordinating across multiple IPMC product lines to solve customer challenges and enhance value and loyalty through the full stream chain.
• Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved
• Actively grow and maintain a multi-year account plan that will be shared globally with parts of our business including Marketing, Product Management, Sales, Professional Services, and the Development teams to ensure coordination across the business. 
• Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing, and issue resolution in a timely fashion.
• Formulates the winning proposals based on a cohesive strategy that leverages deep knowledge of industry, customer and IPMC and COTS products.

Qualifications/Requirements:
•Bachelor's Degree in Engineering, Business, or related discipline 
• 5+ years of software industry experience minimum with proven track record of value selling
• Prior experience selling contracts/ products with technical content of substantial value preferred, especially in Oil & Gas.
• Strong complex sales background at an enterprise software selling environment.
• Must be willing to travel, depending on business requirements. 
• Must be willing to work out of an office

Desired Characteristics:
• Strong interpersonal skills, including creativity and curiosity with the ability to effectively communicate and influence solution direction to both executive, business, and technical audiences alike across all organizational levels
• Proven track record of sales achievement, account management and closing big deals.
• Understand the various financial instruments used by customers to conduct business.
• Strong negotiation and sales leadership skills.

Technical Expertise
• Analyze market data and present findings and recommendations in a way that is easy and simple for management to make decisions and act quickly; Links analysis to overall business objectives and strategies.
• Independently creates an effective digital engagement strategy that collects market knowledge and engages others; Develops processes to measure effectiveness of efforts in terms of using market knowledge to predict buying decisions 
Business Acumen
• Proactively identifies trends via data analysis and makes strategic recommendations as appropriate.
• Manage account relationships to proactively identify and address client needs and converts competitive installs to IPMC solutions; Seen by client as strategic partner who brings values and solutions to address clients' business needs.
Leadership
• Able to consistently lead the process to develop winnable strategies; Creatively uses resources to anticipate and solve problems, resulting in innovative solutions that result in customer and IPMC satisfaction and find alternative beyond the obvious.
• Develops and executes integrated, multi-faceted communications that provide the audience with concise facts; Addresses business concerns and presents the implications of various alternatives; Presents in a manner that is compelling, engaging, and relevant to senior leadership and customers.
Personal Attributes
• Fast learner willing to learn the complete IPMC portfolio and offerings
• Communicates effectively with multiple levels of a customer's business; 
• Uncover and articulates critical success factors necessary for the customer to acquire, implement, and utilize a solution; 
• Establishes trust as an advisor to the client; 
• Proactively identifies pipeline risks and develops mitigation plans; 
• Able to take products, services, solution knowledge and connect them to customers' objectives to develop differentiated opportunities.
This is your opportunity to learn more, do more, live the career you have imagined and be part of a truly diverse organization.