Transmission Integrity Sales Manager
DNV is a world-leading provider of digital solutions for managing risk and improving safety and asset performance for ships, pipelines, processing plants, offshore structures, electric grids, smart cities and more. Our open industry platform Veracity and software solutions, support business-critical activities across many industries, including maritime, energy and healthcare.
Digital Solutions is seeking an experienced field sales and business development professional with substantial experience in sales and account management to join our sales team to support the demand for our pipeline integrity solutions in the gas and liquids transmission industry in the United States. The transmission integrity sales manager is responsible for achieving assigned sales targets, account management within the sales territory and delivering new sales related to our pipeline integrity management offerings which consists of software license, software as a service (SaaS), implementation services and training.
What You’ll Do
- The Transmission Integrity Sales Manager contributes to the unit’s goals for order intake, revenues, profitability, and market penetration in North America
- Promote and sell the company’s existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geography
- Successfully and professionally manage the entire sales process in accordance with company systems and policies
- Participate in sales forecasting and planning in an effective manner by:
- Consistently building and delivering an accurate opportunity pipeline
- Assisting with executing short and long-range sales and marketing plans
- Actively engage with the Sales team and other colleagues, sharing knowledge and ideas in support of profitable growth and customer success
- Support and promote established relationships with industry and solution partners to maximize sales and sustain a leading position in the market
- Embraces and engages the Challenger Sales Methodology
- Meet or exceed the sales target for our offerings and identify short-term as well as long-term business opportunities via account management activities
- Gather intelligence and obtain a clear and comprehensive understanding of the client's business issues and challenges
- Lead or participate in contract negotiations as required
- Use the CRM tool (Salesforce) to manage and record all stages and activities of the sales cycle
- Develop and grow relationships within the global sales team and actively collaborate and share customer intelligence and opportunities
- Participate in global sales team gatherings and sales initiatives
- Other sales and business development activities as required, in support of company strategies and goals
What is Required
- Bachelor's degree in related discipline or equivalent professional experience of 10+years in lieu of education
- 10+ years of account management experience, preferably in the natural gas/liquids transmission market
- Proven track record in technical sales consistently meeting or exceeding increasing sales goals.
- Solid technical operations familiarity with the natural gas/liquids transmission markets and a good overall understanding of the industry trends and relevant competition
- Medium to advanced understanding of pipeline integrity and risk as it relates to natural gas/liquids pipelines
- Familiarity with the regulations facing pipeline operators related to integrity management
- Demonstrated account management ability including stakeholder mapping
- Demonstrated creativity and innovation in cross functional selling with ability to present oneself in a professional manner
- Effective communication, particularly listening skills with both colleagues as well as customers, ability to see the bigger picture
- The ability to efficiently and effectively communicate complex solutions to the various stakeholders of an organization; C-Level, IT, Dept Manager and Engineer persona’s
- Excellent verbal and written communication skills. Excellent interpersonal skills to create and maintain profitable relationships with existing and potential customers
- Thorough understanding and execution of negotiating and closing in a win-win long term focused environment
- Willingness to travel within the region and internationally
- Proven ability to develop a sales funnel in new market segments.
- We conduct pre-employment drug and background screening
What is preferred
- Specific experience with DNV’s Digital Solutions Software
- Ability to demonstrate the Pipeline Product Line suite of products
- Experience selling Software as a Service (SaaS)
- Demonstrated success selling Enterprise Software Solutions at the senior level
- Basic understanding of pipeline hydraulics
*Immigration-related employment benefits, for example visa sponsorship, are not available for this position*