Job Description

Role & Responsibilities

Leverage market transitions, industry trends, customer strategies to proactively identify transformational opportunities

Lead visionary discussions with customers on the possibilities of new Shell solutions and technologies

Paint the visionary picture for the customer

Articulate customer’s competitive advantage gained from shared and customer vision

Contribute to the design of innovative business value adding solutions

Maintain integrity of the solution to its original transformational intent

Build deep business relationships with Senior Line of Business & Engineering leaders.

Present, position, and support solution focused discussions, workshops and roadmaps.

Support and contribute to account planning activities as necessary

Track progress in satisfying WIN reporting requirements and monitoring progress of relationship transformation

Track competition activities in account and plan strategies to grow ahead and eat competition business

Candidate Profile

• 15-18 years of total experience with at least 8-10 years of domain experience in the US geography.

Experience in EPCM, Oil &Gas.

• A successful track record of selling engineering services to O&G domain for the past 8-10 years

Should have handled a portfolio of around 10-20M in product engineering services.

Minimum Qualifications

• Strategic Business Planning: Demonstrating significant knowledge of the industry; developing strategies that leverage core strengths of one’s own group.

• Consulting & Partnering: Partners to understand the business needs, offering advice and solutions, and operating from a position of expertise balanced with a collaborative approach.

• CXO Relevancy: Adding value by proactively identifying business opportunities for the customer/partner, conveying a firm understanding of the customer’s/partners business and political drivers, displaying executive presence by building rapport and credibility; effectively influencing other people to accept a solution; clearly connecting solutions to business needs.

• Critical Thinking: Identifying and understanding issues, problems, and opportunities; comparing data from different sources to address sales challenges and new opportunities; taking courses of action based on sound analysis and judgment that appropriately consider customer and partner business capabilities and issues, available facts, constraints, competitive circumstances and probable consequences.

• Building Influential Relationships: Working collaboratively with customers, channel partners, and account team members to meet business goals and objectives; using appropriate communication methods to influence others and establish relationships.

• Business and Financial Acumen: Understanding basic business mathematics, financial strategies, and performance indicators, and applying that knowledge to client’s economic and buying environment.