O&G Upstream - Technical Sales Consultant
Schneider Electric
Dubai AE
منذ 17 يوم

Success Profile

Upstream Senior Technical Sales Consultant (TSC).

Role Purpose

  • Responsible for providing primarily pre-sales technical support for the development and supporting of complex business opportunities in the Oil &
  • Gas UPSTREAM sector for the Middle East region. Deep knowledge and understanding of automation products / applications / solutions which belongs to such sector as SCADA / RTU, and DCS .

    Uses his / her in-depth industry knowledge and product knowledge to provide technical expertise to sales force and the customers through sales presentations and product demonstrations.

    Drive and support Business Development, as the technical expert, for Upstream and SCADA / RTU business in the region.

    Key Responsibilities

    Provide business acumen :

    Ability to understand and apply O&G Upstream industry / market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions

    Promotes company ability, reputation, products, systems, new techniques and other specialized technical knowledge throughout the Upstream industry.

    Writes and / or presents technical papers. Assists in the coordination of major projects

    In providing assistance to sales executives, assumes responsibility for defining scope and strategy of assigned sales projects.

    Knows and is known by key clients and often participates in key internal and external forums / societies.

    Act as Business Development supporting our Sales force to explore and grow in the Upstream sector, especially SCADA / RTU and DCS.

    Define the business case :

    Comprehend the features, benefits and value propositions related to the products and services and translate the knowledge into a business language and fluently articulate it when discussing with our customers.

    Assists the sales staff in assessing the potential application of company products to meet client needs, and may prepare detailed product specifications for the development and implementation of client products, applications or solutions.

    Interprets client's requirements and translates them to a potential solution.

    Provide technical expertise :

    Expert with the products and services corresponding SCADA / RTUs Segment and its applications within the targeted industry (Upstream).

    Maintain thought leadership and up-to-date domain expertise in the Upstream Industry

    Familiar with other solution used in the upstream industry, especially in the automation field.

    Uses her / his in-depth SCADA / RTU knowledge to provide specialized technical application knowledge and expertise to sales staff and the client through sales presentations and product demonstrations

    May build a mini-application based on client requirements to demonstrate the feasibility of the application, often requiring rapid prototyping and / or product demos.

    May provide assistance to Engineering and Services on business, sales, and application issues that may arise after an order is received.

    Also keeps abreast of assigned application solutions implemented by engineering for use in promotional materials, client presentations and competitive analysis

    Qualify the opportunity :

    Analyze client business objectives, operations, and current environment, to propose a technical, business and financial solution that addresses requirements.

    Support proposal generation

    Support proposal development with Engineering and Proposal Manager; Site surveys to determine minimum requirements and optimized technical solution.

    Monitor competitor activity in each account and ensure that appropriate response strategies are formulated and communicated.

    Qualifications Required

    Degree in Chemical, Mechanical or Electrical engineering or equivalent training / experience

    Experience Required

    A minimum of 8-10 years of directly related experience e.g. System Consulting, Engineering, Sales Support, Direct Sales, etc.

    Deep domain expertise, industry knowledge (based on industries covered) and thorough working knowledge of products and solutions in Upstream and / or SCADA / RTU, DCS.

    Ideally, experienced with other SCADA / RTU vendors in the market, as part of the vendor, End User, or EPC team.

    Experienced in the Oil & Gas Upstream business (offshore, onshore applications, etc).

    Understands various products and solutions I the marketplace that solve business applications. Has knowledge of the relationship of various products to achieve data flow between applications to drive business information and business value

    Demonstrates a clear understanding of the sales process

    Must be able to take a solutions approach with customers in the integration of systems and products and understand the resources needed to accomplish that task effectively

    Experience in project execution for control systems and / or other supplies within Upstream Industry.

    Personality / Behaviours / Competencies

  • Excellent presentation and communications skills, both written and oral;
  • High level of energy and passion, a tolerance for extensive travel and extra work hours as needed;
  • Flexible attitude and excellent organizational skills with the ability to plan and execute a variety of tasks on a timely basis and as the situation requires;
  • Excellent time management skills with the ability to prioritize and allocate resources so as to ensure achievement of revenue objectives;
  • Ability to think in a strategic manner then formulate and advise sales strategies based on events and developments during the sales process;
  • Uncompromising integrity with the highest degree of accountability internally to the Company and externally to the customer;
  • High tolerance for rejection, obstructions, delays and other frustrations and the ability to execute against commitments;
  • Sensitive to political issues, influences and group dynamics with the ability to read these factors and influences.

  • Ability to drive sales efforts in a team work environment;
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