Upstream Senior Technical Sales Consultant (TSC).
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.
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.
Degree in Chemical, Mechanical or Electrical engineering or equivalent training / experience
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
Sensitive to political issues, influences and group dynamics with the ability to read these factors and influences.