Account Manager – Oil & Gas

Apply Closing Date: August 31, 2024

General Description:

Lead sales and business development on the Oil & Gas territory. Must possess competent understanding of enterprise IT business and Oil & Gas industry solutions. Accountable for meeting GBM revenue targets in products and GBM value add services, Increasing GBM profit, improving customers’ experience and lowering GBM business’ risks and A/Rs. Must have excellent inter-personal communication, leadership, organizing and relationship building skills with proficiency on project and change management. Capable to perform under pressure both as a leader and a team player. Great ability to evaluate and identify new business opportunities for growth. Develop and maintain excellent relationship internally and with customers team and C level executives.

Job Responsibilities:

  • Sales and marketing

– Preferably have existing relationships with Oil & Gas Customers in Qatar.

– Acquire strategic position for GBM and differentiate GBM from competition.

– Promote and sell GBM services and GBM partners products. 

– Lead & win digital transformation engagements, GBM services and support & maintenance contracts.

– Build and develop GBM pipeline of qualified and to be qualified business opportunities.

– Innovate and develop demand for GBM portfolio of products and services.

– Promote GBM events, generate leads and follow up on leads generated by other GBM colleagues and GBM partners.

– Maximize GBM wallet share by increasing GBM participation in customers’ projects Up-sell and cross sell when appropriate.

– Co-own bid preparation and lead bid readiness & submission.    


  • Revenue

– Achieve assigned revenue and GBM value-add services targets.

– Work closely with GBM Project Managers to ensure successful projects’ delivery according to contract scope, budget, and time schedule while improving customer satisfaction and customer experience in working with GBM.


  • Profit

– Cooperate with LOB to maximize GBM profit and reduce GBM risks.

– Manager customer expectations and avoid overcommitment.

– Lead and support GBM team in contract negotiation with customers to protect GBM interest, reduce financial and legal risks while improving customers’ payment terms in favor of GBM.  


  • Collection A/R

– Coordinate with GBM team to ensure GBM met its commitments, GBM invoices are accepted by customers and are paid on time.

– Proactively engage with GBM A/R Team to identify solutions for account receivable issues.


  • Customer Experience & Satisfaction

– Align customer expectation and GBM execution to ensure great customer experience in dealing with GBM.

– Address customers’ concerns and propose remedial action agreeable in-between GBM and customer.

– Monitor the execution of action plan and ensure that the progress meets the expectations and to the satisfaction of GBM and your customer.

– Build relationship and coordinate GBM engagement for best customer experience and for customer to rate GBM as the best company to do business with.  


  • Relationship Management & Customer Insight (LOB/IT)

– Gain respect as trusted advisor and business manager for customers set with the IT Department team, management and customers LOB team and management.

– Acquire deep understanding of customers’ corporate strategy, KPIs, future projects, initiatives, and immediate needs of customer set.

– Gain detailed understanding of customers’ organization structure and decision-making process.

– Build trusted relationship with key decision makers for each major opportunity, understand the influence map and build effective strategy for closing major opportunities.

– Regularly arrange meetings with GBM management to maintain dialog with customers’ management and leadership team.

– Gain competitive insights from customer related to key initiatives including but not limited to preference in technology, partners, budget and position GBM major value proposition to differentiate it from competition.


  • Skills and Oi & Gas Industry Insight

– Abreast with GBM portfolio of offerings and solutions. 

– Develop and maintain a deeper understanding of the Oil & Gas industry sector that customers are in and keep up with trends and challenges directly or indirectly affecting the customers.

– Keep up to date with the latest information about local market influences, challenges and competition.

– Acquire and maintain IT and Oil & Gas industry sector sales certifications and improve your capabilities.  

– Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks.


  • Operational Excellence and Leadership

– Adhere to GBM’s processes and guidelines.

– Meet assigned revenue, GBM services and A/R collection targets.

– Provide timely and accurate business forecast.

– Conduct, lead and document and update Account Planning involving relevant stakeholders. Coordinate and monitor execution plan.  

– Develop winning plan for GBM business opportunities. Execute win plan and coordinate GBM team participation.

– Lead communication and facilitate collaboration among GBM team members engaged in your customers set.

– Identify and mitigate potential business risk that may impact GBM’s business with the customer and keep GBM management updated.

– Propose improvement to develop GBM business.

– Propose processes improvement for better GBM performance.   


Qualifications / Skills:

– Enterprise IT functional and business value skills     

– Oil & Gas Industry Sector business skills

– Sales planning & sales closing skills  

– Prospecting and business development

– Opportunity qualification

– Relationship and conflict management

– Forecasting and business planning

– Business risk assessment & management

– Negotiation and contracting skills

– Time-management & scheduling

– Communication verbal, writing and presentation

– Team leader and team player  

– Project & performance management