Strategic Account Manager
Location: Brisbane, Australia or Perth, Australia
Model of Work: Hybrid
Are you excited by challenges? Do you enjoy working in a fast-paced, international and dynamic environment? Then now is the time to join Quorum Software, a rapidly growing company and industry leader in oil & gas transformation.
Quorum Software is the world's largest provider of digital technology focused solely on business workflows that empower the next evolution of energy. From emerging companies to supermajors, throughout every region of the globe, customers rely on Quorum's proven innovation and unmatched global expertise to streamline business operations and make data-driven decisions that optimize profitability and growth. Our industry-leading solutions are transforming energy companies across the entire value chain, helping visionary leaders evolve their organizations into modern energy companies.
Overview
We are seeking a dynamic person to join our APAC sales team as a Strategic Account Manager for our software solutions. The Strategic Account Manager (SAM) will be part of an extraordinary team that delivers innovative business process software solutions for the Oil & Gas industry.
As one of our SAMs, you will be responsible for building and maintaining pre and post sales relationships with Quorum’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.
Responsibilities
- Build full Account Plans for assigned accounts
- Work closely with our internal Quorum 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 Quorum 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 Quorum’s policies and processes
- Load and update information into our systems (CRM, HR, etc.)
- 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 Quorum offering
- 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
- And other duties as assigned
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.
Requirements
- At least 5 years’ experience in account management and/or software sales.
- 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
- Strong presentation skills
- Ability to negotiate and present strategic proposals
- Ability to identify opportunity and close deals
Preferred Skills
- 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
- 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.
- Being 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
Additional Details
- Travel: Ability to travel internationally 30-50%. Must have a valid passport.
- Visa Sponsorship: Employment eligibility to work with Quorum Software in Austalia is valued. Company might pursue visa sponsorship for this position at its sole discretion if candidate is outstanding and willing to relocate.
About Quorum Software
Quorum Software connects people and information across the energy value chain. Twenty years ago, we built the first software for gas plant accountants. Pipeline operators came next, followed by land administrators, pumpers, and planners. Since 1998, Quorum has helped thousands of energy workers with business workflows that optimize profitability and growth. Our vision for the future connects the global energy ecosystem through cloud-first software, data standards, and integration. The trusted source of decision-ready data for 1,800+ companies, Quorum Software makes the essential connections that let us work better together in the connected energy workplace. For more information, visit quorumsoftware.com.
Diversity Statement: At Quorum, we are committed to fostering, cultivating and preserving a culture of diversity, equity and inclusion. We want to be the place where a diverse pool of talented people join us, stay with us and do their best work. With a diverse team of employees, we grow and learn better together. The collective sum of the individual differences, life experiences, knowledge, innovation, self-expression, and talent that our employees invest in their work represents not only part of our culture, but our reputation and our achievements. We are fully focused on equality and believe deeply in diversity of race, gender, sexual orientation, religion, ethnicity, national origin and all the other characteristics that make us unique. We have a DEI committee focused on Culture, Advocacy and Talent, have company-wide Unconscious Bias training and more.
Quorum Business Solutions and Quorum Software are Equal Opportunity Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis
