Job Description
Summary
We are seeking to recruit an experienced global sales and business development leader, based in Europe, who can successfully drive OLI’s sales growth in our target vertical industries, while positioning OLI as a key enabler for the industrial digital transformation and Industry 4.0.
This role will report to the EMEA Director and the VP of Sales, and will be responsible for generating new business opportunities and building relationships with existing and potential clients.
This role is ideal for an entrepreneurial, growth-oriented, tech-savvy self-starter with proven expertise in selling asset design and process modeling software to capital intensive industrial markets.
What OLI Does
OLI is a software development and consulting firm specializing in modeling and process simulation and related services. Currently the OLI portfolio of products and services for water chemistry-based process modeling is used by engineers in over 35 countries across 500 organizations including enterprises, research organizations and academia to optimize process design across oil & gas, power generation, metals & mining, water treatment, sustainability, and chemicals industries.
We continue to harness our deep domain expertise and actively invest in next-generation capabilities to enable real-time, electrolyte chemistry-based insights for the industrial digital transformation with increased automation, cloud enabled platforms, analytics, and AI.
Why We Need You
OLI is significantly under-penetrated in terms of our market opportunity with the potential to grow our business substantially in all regions of the world and in all the vertical industries that we serve. Our commercial business transformation hinges on our ability to successfully develop and execute vertical industry specific go-to-market plans for large, global enterprise clients, channel partners and strategic alliance partnerships. In this role, you will:
* Build off of a strong base of loyal, long-time customers and work to develop these accounts by gaining a closer awareness of their needs while simultaneously devising creative acquisition strategies to drive new customer relationships to OLI.
* Be able to clearly articulate OLI’s client value proposition and key differentiators and successfully position OLI as the leading water chemistry-based process modeling solution partner for our clients.
* Leverage your wealth of industry contacts and client relationships in oil & gas, power generation, metals & mining, water treatment and chemicals industries to increase the awareness and visibility of OLI with senior executives.
* Successfully identify opportunities for OLI to pilot its next generation technologies for the industrial digital transformation with key accounts.
* Be laser focused on achieving OLI’s revenue objectives, be metrics driven and create detailed account plans, pipeline assessments and sales forecasts.
Primary Responsibilities and Duties:
Client Engagement
* Sales: Develop and execute a vertical industry specific sales framework and account plans to successfully engage and win business with large enterprise clients in OLI’s high priority vertical markets. Develop region, industry and account specific plans to achieve medium and long-term revenue goals while maximizing sales productivity and effectiveness.
* Revenue Attainment: Define and execute client acquisition, development and retention plans successfully attain quarterly and annual revenue targets in OLI’s high priority vertical markets.
* Support Marketing and Thought Leadership: Actively engage with industry organizations, attend key industry events, identify and qualify leads and create revenue pipeline.
* Client Success: Invest in building strong and deep client relationships; expand OLI relationship with senior executive decision makers and be the internal OLI champion for an unrelenting focus on customer success and delivering a seamless customer experience.
Operations
* Sales Operations and Metrics: Actively support the operations team to track and measure sales performance, create accurate sales forecasts and develop operational sales performance dashboards.
* Collaboration and Teamwork: Partner with all internal OLI stakeholders and colleagues to maximize the value that OLI can bring to its clients; share client insights with OLI teams to enhance the quality of its products and services.
* Travel Requirement up to 25% which includes global travel.
Requirements:
Education
* Bachelor’s degree in chemical engineering, chemistry, or a related science or engineering discipline is required.
* A strong educational and/or practical background in the application of chemical engineering and chemistry principles to industrial process modeling and simulation is a plus.
Experience
* A range of 7-10 years’ experience in enterprise Sales that includes global account management, business development and sales enablement, with a strong track record of successful performance and sales quota attainment.
* Experience in selling asset and process modeling and simulation software to industrial, capital-intensive businesses; experience for companies such as Aspentech, Aveva, Honeywell, Emerson, KBC, AutoCAD, Bentley, etc. is desirable.
* Experience selling to highly technical engineering users, managers and leaders as well as enterprise IT departments and Line of Business stakeholders.
Skills & Attributes
* Strong domain expertise and good client relationships with engineering and executive level decision makers in various industries, including Oil & Gas, Metals & Mining, Power Generation, Chemicals and Sustainability (e.g. CCUS, H2 Economy, Geothermal Energy, Critical Materials and Water Treatment).
* Strong analytic skills as well as written and oral communication skills.
* Passion for science, technology, the OLI business and the success of OLI’s clients.
* Ability to learn on the fly and successfully adapt to change and handle ambiguity.
* Results-oriented person with experience working within systems designed to measure and increase productivity.
* Demonstrated capability to execute client engagement flawlessly in a highly diligent and responsive manner to maximize the client experience.
* Good executive presence and ability to engage effectively with senior level executives in large global organizations.
* Bilingual language skills are a plus.