Enterprise Account Manager, Energy and Utilities EAM/SaaS Full Time

Aberdeen, Aberdeenshire
JJ Associates

Job title: Enterprise Account Manager (Energy & Utilites)
Location: Aberdeen

Travel: The successful candidate will need to be available to attend Aberdeen/North of England around 25%-50% a month and the London office for team meetings and customer visits as necessary.

Position Summary:
Our client is a UK based consultancy with digital transformation, enterprise asset management, asset delivery, and asset service performance optimisation capabilities.
They have identified a requirement for an Enterprise Account Manager work with an Aberdeen-centric client base managing existing Key Accounts and to driving new business within the Energy & Utilities space, focused mainly into Oil & Gas and Energy T&D sub-sectors. With a game-changing capability on the market, they are looking for an individual to implement their sector-selling strategy and sales delivery.

Reporting to the Head of Energy & Utilities, this is an individual contributor role where the Key Account Manager will be responsible for growing existing and new business revenue within the Energy & Utilites space.

Ideally, the successful candidate will have experience of selling EAM software in the Energy and Utilities sector. Experience of selling EAM advisory services is also preferred.

Your Day-to-Day:
The role requires a dynamic, technically oriented and digitally competent Key Account Manager whose background includes Business Development in consultative sales. You will be responsible for driving the business relationship at the most senior levels to meet/exceed business and financial objectives, deliver value for, and build a robust partner-type relationship with enterprise customers.

Given the services our client provides, our client is ideally seeking someone with a background in Enterprise Asset Management within the Energy and Utilities sector to:
• Develop existing and new customer relationships in the UK;
• Generate and sustain a combined target of £5M of software (or equivalent in SaaS) and support, implementation and advisory revenue annually;
• Utilise support and resources to identify and win new business;
• Identify and market to existing and new prospects, qualifying their requirements and closing new business;
• Liaise with key vendors to optimise the use of their resources and support;
• Develop essential and influential relationships within our user accounts by translating user challenges and opportunities into unique business value;
• Coordinate input from across the group to drive collaboration with colleagues and ensure that proposals bring together the best of what the group has to offer to meet client needs;
• Author pragmatic proposals that link the company s solutions and services to the user business and effectively negotiate user agreements;
• Build concrete account plans and ensure execution of the plan by all parties, including aligning and influencing all relevant parties within the account;
• Strong presentation skills, able to construct and deliver internal/external presentations effectively and professionally;
• Provide clear and concise communication of activities and accurately forecast business;
• Solely focus on opportunities in the Energy & Utilities Sector.

What You Bring to the Team:
• 5+ years proven track record in either key account management, sales (ideally software sales) or business development working with enterprise customers
• Industry knowledge of Energy & Utilities sector is essential; with a good understanding of the O&G and Power T&D markets.
• Knowledge of Asset Management is essential & Sustainability Management, or other engineering business processes a benefit
• Knowledge of Asset Management Systems, ideally IBM Maximo
• Proven ability to drive new business through C-level engagement;
• A good track record of quarterly and annual over-quota performances;
• Consistently demonstrate high levels of personal drive and total engagement; an exceptional proven track record of individual learning and development enables you to excel in your role;
• New business and growth attitude, always looking for new opportunities within your accounts to drive value for our users;
• Clear communication and storytelling demonstrating how our client can deliver greater value to customers than competitors, becoming a role model for others in the team for how this is articulated to potential customers;
• Familiar with web-based application software;
• A solid appetite for learning.
• Bachelor s degree or related professional qualification or relevant training and/or experience

What our client offers:
• A great team and culture.
• An exciting career as an integral part of a leading full-lifecycle digital integrator
• Competitive salary and benefits.
• The opportunity to work within a global and diversely international team.
• A supportive and collaborative environment.
• Colleague Recognition Awards.