WHAT WE ARE LOOKING FOR
CSE ICON is seeking a passionate, self-motivated, and experienced technical Account Executive to sell consulting projects in pursuit of growing our professional services around operational technologies used in oil and gas, renewable power generation, and other processing and manufacturing industries. Candidates must have experience selling services (as opposed to products/software). This is a “Hunter” role, and candidates must provide examples of their ability to generate organic revenue growth via prospecting tools and techniques. Ideal candidates will have a well-documented track record of achieving or exceeding annual sales quotas, a technical understanding of enterprise SCADA and real-time data systems, and familiarity with the oil and gas and/or renewable power generation industry.
RESPONSIBILITIES
- Learn about CSE, including its professional service offerings and competitive advantages
- Identify new customer leads via cold-calling, networking, events, and/or other sources within CSE’s existing and prospective industries
- Develop and conduct presentations on CSE and its service offerings to potential customers
- Foster relationships with CSE’s vendor partners
- Support the development of responses to customers’ requests for information (RFIs) and proposals (RFPs), working with CSE’s technical leadership as appropriate
- Leverage knowledge of industry trends and client challenges to develop and deliver compelling value propositions
- Develop leads into pursuits and close pursuits
- Collaborate between the customer and CSE leadership to implement legal agreements (e.g., NDAs, PSAs/MSAs, etc.) to qualify CSE for conducting business with new customers
- Facilitate new customer onboarding to CSE
- Conduct effective hand-over of projects that were won, to CSE’s operations leadership and personnel
- Represent CSE at industry and vendor conferences
- Closely monitor industry developments (e.g., unserved/underserved needs, competitive advances, changes in buying patterns, etc.) and relay them to CSE’s management
- Solicit feedback from customers on quality of service and relay this feedback to CSE’s management and technical leadership and lead the efforts and/or discussions to address concerns
REQUIREMENTS
- Bachelor’s degree, ideally in a technical discipline such as engineering
- 3+ years of experience selling professional services to processing and/or manufacturing industries
- Understanding of industry trends, client challenges, and operational technologies used within the oil and gas and/or renewable power generation industries
- Entrepreneurial mindset with ambition to grow the business
- Ability to independently identify and perform daily tasks
- Excellent time management and organizational skills
- Understanding of industry business trends and current challenges
- Comfortable speaking with subject matter experts (SMEs) on operational technologies
- Excellent oral and written communication skills
- Effective presentation style with an ability to translate service offerings into business impacts
- Excellent documentation skills and attention to detail
- Ability to travel domestically as necessary
ADDITIONAL FAVORABLE TRAITS AND EXPERIENCES
- Technical understanding of common enterprise SCADA and real-time data systems (e.g., Inductive Automation Ignition, Weatherford CygNet, AVEVA System Platform, AVEVA (formerly OSIsoft) PI System, CanaryLabs, etc.)
- Understanding of industry trends, client challenges, and operational technologies used within other industries such as chemicals, pharmaceuticals, and/or power generation (fossil fuels)
IDEAL CRITERIA FOR THIS ROLE
- The ideal candidate will be a self-starter that can work in an autonomous fashion, while still proving to be accountable.
- This person, as previously stated, must have a “Hunter” mentality. If the leads or opportunities are not provided by CSE, the ideal candidate will have the mindset and needed experience to find, research, and discover new opportunities.
- The right candidate will have a true “Rainmaker” attitude, filled with tenacity and passion to succeed, with a high EQ level to overcome any challenges faced with.
- Because many of our team members may work remotely, the ideal candidate will be one that consistently collaborates and communicates with the team. An “out of sight and out of mind” mindset will not work well within the culture.
- Culture plays a huge role in the company. As such, longevity is a common component of the organization. Aside from technical knowledge and Business Development skills and experience, the ideal candidate will only be one that enjoys working collaboratively, in a team environment. Engaging, personable personality will work well in the company culture.
- The ideal candidate must be confident and self-assured in setting up appointments with targeted companies, regardless of the roles within that company. The ideal candidate will be equally comfortable negotiating with a C-Suite executive as he/she would with a Field Engineer, with the outcome being the same, regardless of the targeted audience.
- To succeed in the role, the candidate will have knowledge, experience, and the willingness to effectively utilize the CRM daily. While there are no weekly reports to be generated, weekly collaboration calls are conducted and the information discussed is taken from the CRM. A strong working knowledge and experience in working with one or more CRMs is paramount to success.
- While travel will be minimal, it is expected that the right candidate will travel domestically to customer sites/visits or to industry trade shows or conferences.
WHAT WE ARE OFFERING
A well-rounded compensation package including a competitive salary, incentive pay, 401k match, paid time off, and medical, dental, and vision insurance options with the option to purchase several more types of supplemental insurance.
WHO WE ARE
CSE ICON, Inc. is a technology and integration services organization focused on the design, development and implementation of Operations Technologies and Information Systems. Our mission is to bring people and data together to create a better world. We help automate and control industrial processes, manage and support data infrastructure, simplify the mechanics of data acquisition to facilitate data consumption, and provide analytics and integration services for business operations. In doing so, we strive to be a partner to our clients in their quest for continuous improvement and profitability.