Strategic Account Manager – Beijing, China

POSITION SUMMARY:
We are seeking a dynamic person to join our Chinese sales and marketing team as a Strategic Account Manager for our upstream software solutions. The Strategic Account Manager (SAM) will be part of an extraordinary team that delivers innovative business process software solutions for the Upstream Oil & Gas industry.

As one of our SAMs, you will be responsible for building and maintaining pre and post sales relationships with Aucerna’s customers while meeting short- and long-term sales goals. Our talented solutions architects and solutions consultants will present strong technical presentations to the clients you engage, and ensure a successful implementation of the solutions you sell. You will be responsible for engaging both existing clients and potential clients in this role: You should be excited by both nurturing current clients and expanding our footprint in current clients, and by captivating prospective clients.

KEY RESPONSIBILITIES:
SAMs will be assigned specific regions to engage with existing clients and prospects. In these accounts you will focus on prospecting, account development, customer satisfaction, and short-term and long-term sales results. In addition, SAMs have the following responsibilities:

  • Build full Account Plans for assigned accounts
  • Work closely with our internal Aucerna resources (solutions architects, solution consultants, and other Services team members) to create a compelling message for clients from initial contact through to end user experience: Ensure an exceptional Total Customer Experience at each account you manage
  • Build and develop a trust-based, mutually beneficial relationship with principal customer sponsors (including executives and analysts) of the account
  • Mature and formalize account relationship expectations and address all Aucerna products and services with a growth strategy for each that maximizes “customer share” across all accounts
  • Lead and foster company-to-company relationships to develop competitive immunity
  • Attain targeted sales goals and performance through the effective management of resources
  • Sponsor and institutionalize new and innovative ways of working in teams to meet customer needs/sales
  • Identify new opportunities and build credibility with customers
  • Comply with Aucerna’s policies and processes
  • Load and update information into our systems (CRM , HR, etc.)
  • Being responsible to comply with our clients and prospects policies
  • Being an active member of the team focused in building a cooperative and successful team environment
  • Maintain current functional and technical knowledge of the entire Aucerna product
  • Build and develop market awareness and brand recognition in the region
  • Being an active member of the team focused in building a cooperative and successful team environment

OBJECTIVES:

  • Achieve sales objectives
  • Strengthening existing relationships with existing clients at different Business Units
  • Own the account Profile / Executive Briefing document for the accounts
  • Find ways to promote regular structured communication to the virtual account team via conference calls or formal emails, clearly outlining key projects, opportunities, issues, products transitions, pricing, etc.
  • Set account strategy and formulate an account plan for all accounts with clear objectives and actions.
  • Effectively manage any special deals to ensure that they are fully authorized without exception or ambiguity, and that they are accurately documented both internally and externally
  • Work with Product Management, Marketing, and R&D to identify and validate product features and solutions required by target industry/clients. This includes presenting and soliciting target customer feedback on advanced product features, benefits, and future product direction concepts
  • Define and execute a strategy aimed to drive the desired growth in the region
  • Utilize product knowledge to deliver the value proposition to the customers.

KEY COMPETENCIES:

  • Highly motivated and innovative individual who can work independently while leveraging various internal and external groups necessary to achieve success for all stakeholders
  • Excellent communication and interpersonal skills
  • Demonstrated success in developing and implementing selling strategies for software system solutions
  • Exposure to modern software development methodologies with emphasis on software and hardware architecture, infrastructure design, and development
  • Negotiation skills: the ability to gain support of ideas, proposals, and solutions
  • Results-oriented: ability to focus on desired outcomes and the means by which they are achieved by meeting and or exceeding standards based on past performance, goals, and objectives
  • Passionate about technology
  • Strong organizational skills with an ability to manage competing client demands
  • Knowledge of oil and gas industry, including knowledge of current industry trends and challenges, an asset, but not required
  • Ability to influence at varying levels across the organization
  • Prepare briefings about the business, technical and financial benefits of our solutions and collaborate with customers to develop customized solutions.
  • Able to conduct presentations to different audiences (executives, leaders, analysts) within our prospects and clients
  • Basic knowledge of the Oil and Gas industry is accepted, Upstream – related knowledge preferred
  • Self-motivated, team oriented and committed to providing an extraordinary level of service

QUALIFICATIONS:

  • Fluent spoken and written Mandarin
  • At least 5 years’ experience in account management and/or software sales to  CNOOC, Sinopec and Petrochina
  • Bachelor’s degree or equivalent experience in a related technical, business discipline, or equivalent
  • Advanced English level. All internal business related communications (both verbal and written) will be conducted in English
  • Have authorization to work in China
  • Strong presentation skills
  • Ability to negotiate and present strategic proposals
  • Ability to identify opportunity and close deals

LOCATION:

  • This position will be based out of Beijing, China. You should expect about 20%-40% travel including to Canada and the US

The Team at Aucerna Live And Work By a Set Of Values That Define Who We Want To Be And How We Want To Operate

Aucerna is the world-leading provider of Integrated Strategy, Planning and Reserves solutions for the Oil and Gas Industry. Over the past 10 years, our company has achieved unmatched growth as we have evolved from a Calgary-based software provider to a global partner for more than 450 customers around the world. The team at Aucerna live and work by a set of values that define who we want to be and how we want to operate:

  • We demand quality in everything we do
  • We provide exceptional customer service
  • We inspire innovation
  • We act with integrity and respect
  • We empower and recognize contribution
  • We are a growing company, with competitive compensation and significant opportunity for personal and career growth
  • This job has expired!
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