Business Development Manager

Role 

Reporting into the SVP Growth, your primary focus is to drive sales for the Company in your region. The key metrics and deliverables for this role are sales to Partners and Operators in the region measured by revenue (ARR + NRR) and new logos on the defined target list. 

Duties: 

• You will work as part of our growing global sales team to prospect, engage prospects, and support customers in the United States and Canada.

• Your targets will include both operators and industry partners as defined by sales management.

• You will emphasize identification of opportunities based on project portfolio and personas within accounts, including identifying the project teams and establishing meaningful contact.

• You will be able to confidently dig deep into an organization to find the right decision makers.

• You will figure out how to talk directly to decision makers within organizations and articulate the value of the FieldTwin platform. You will learn from their potential objections and be tenacious in helping customers find the positive business outcomes from the use of FieldTwin.

• It is expected that your responsibilities will grow as you develop the market in the United States and Canada for the company and your responsibilities may be expanded to other regions and / or people may be added to your team.

• Execute regional sales strategy and action plans.

• Report sales status, progress and results

• Optimize and continuously improve sales cycles.

• Manage and secure all regional inbound sales from both new and existing operators and partners.

• Deliver sales targets for the assigned account.

• Work closely with the Customer Success team to understand the current adoption level and issues.

• Secure timely annual renewal of software licenses within each assigned account

• Secure 0% YoY license churn and drive license footprint growth

• Upselling within the assigned account to secure YoY revenue growth target.

• Driving the entire sales process within the account, from discovery and leads identification via opportunity qualification, scoping and proposal generation to negotiations and closing the sale, receipt and validation of purchase order and payment collection.

• Develop and maintain the renewals and upselling pipeline for your accounts in CRM.

• Build and own the account org chart - Understand and map relevant stakeholders in assigned accounts to identify end users, evaluators, technical buyers, economic buyers, champions, supporters, enemies, influencers, and decision makers with input from Customer Success.

• Early identification and mitigation of churn risk

• Ensure compliance with procurement and IT within the account.

• Selling and presenting the FutureOn value proposition

• Doing high level software demonstrations

• Identifying, developing and driving Proof of Concepts (supported by the Customer Success or Product team as needed) within your accounts if needed to progress the sales cycle.

• Providing customer feedback to the technical and customer success teams

• Writing commercial proposals.

• Support Partner driven initiatives within assigned accounts as needed.

• Support and attend relevant market events and conferences as needed.

• Stay up to date on the FutureOn value proposition and product features.

Skills & knowledge 

• Excellent presentation skills

• Proposal writing

• Reporting

• Closing sales

• FutureOn is a SAAS scale-up. You will need the ability to quickly learn and adopt in a highly dynamic scale-up environment.

• A high degree of proactivity, sense of ownership, accountability, and the ability to push and pull internally and externally to make things happen.

• Interest in and passion for the sales profession.

• Relevant degree or demonstrable working experience of a relevant nature

• Network of relevant energy industry contacts in Houston

• Ability to travel as needed.

• Confident and enthusiastic about meeting and engaging with clients.

• Ability to explain and educate internal and external stakeholders.

• Interest in technology and tech savviness – People come to you for tech advice, not the other way around.

• Fluency / proficiency in standard tools such MS Office suite and CRM/Salesforce.

• Fluent English written and spoken.

Qualifications & experience 

• BA level engineering

• Experience working with operators or industry partners in the energy sector.

• Understanding of upstream E&P businesses from working in client facing roles for a minimum of 3 years. Ideally: Experience from account management or sales of upstream SAAS solutions to energy companies or service providers. If you can show to a history of proven sales results that is a plus.