Business Developer/Account Manager

• Job Requirements:

o 8+ years of experience in complex in Software and Digital Technologies market for large companies in the Oil and Gas and Energy segments - Experience selling/working to/for major IOCs such as Exxon, Chevron, and Shell is a strong plus

o Bachelor's degree in engineering, Software, Data Science, or related field.

o Experience in business models such as SaaS, PaaS, IaaS, Analytics, Machine Learning, Artificial Intelligence, and similar based on Cloud Computing.

o Develop commercial intelligence and active prospecting strategies and identify new key accounts to increase participation and drive new sales and customers with aggressive market share growth.

o Take leadership to identify customer business needs, match with Shape Solutions, build a customer value proposition, build an opportunity business case, prepare a commercial proposal, negotiate pricing agreements, and manage contract reviews and signatures.

o Demonstrated ability to sell at the senior management & executive levels, focusing on the business outcomes and demonstrating the tangible economic value of our solution offers.

o Present company solutions and conduct technical visits with pre-sales resources to understand customer needs and challenges in sizing new proposals and projects.

o Manage current customers, implement strategies to engage relevant stakeholders of assigned accounts, and create and identify upselling/cross-selling of qualified and non-qualified opportunities.

o Develop and sustain solid relationships with key clients.

o Plan and handle multiple simultaneous priorities, balancing short- and long-term commercial needs.

o Maintain records of business activities, call reports, customer contacts, and opportunities in the CRM tool.

o Commercial and strategical alignment with segment/commercial leader.

o CRM tool management, including pipeline management.

o Lead responses to RFI, RFP, public tenders, private competitions, and technical questionnaires with support from the technical pre-sales team.

o Commit to individual and team sales goals, seeking predictable quarterly and annual results, profitable growth, and standard gross margin.

o Business-level fluency to read, write, and speak English (desired Spanish).

o vailability for travel (National and International).

o Strong Sales skills with high customer orientation, including:

§ Communication and listening skills

§ Conflict handling skills

§ Presentation and networking skills

§ Interpersonal skills working in a matrix organization.

§ Strong decision-making and time-management skills

§ Self-motivated