Senior Account Manager

About CruxOCM

CruxOCM is the automation company for heavy industry. We are venture-backed and challenging the status quo in the energy sector.

We believe control room operators should have the best tools to perform their jobs safely and efficiently while minimizing environmental impact and maximizing revenue. If pilots have autopilot software, why not control room operators?

Knowledge & Experience Requirements

• 7-10 years’ experience in a software &/or services sales role selling solutions to midstream O&G companies
• You must possess strong English communication skills including written, oral, email and presentation.
• Expert with sales CRM (hubspot, MS dynamics or SFDC) and MS productivity suite
• Self-starter ability to work independently based on high level work descriptions, prioritizing and producing excellent results with minimal guidance.

Principal Accountabilities

• Accurately forecast quarterly and annual targets
• Meet, or exceed, revenue targets
• Plan and organize necessary sales activities from prospecting through to closing
• Ensure sales documentation required to book revenue are obtained
• Nurture, and upsell, existing accounts through trusted advisor solution-oriented selling.
• Identify key stakeholder(s), their objectives, and metrics

Trusted Advisor Solution-Oriented Selling

• Apply commercial and analytical skills to identify market trends which enable the development of an in-depth understanding of customer needs.
• Ability to map, and clearly articulate, their business challenges to Crux solutions.
• Provides insights, with executive presence, that uphold Crux’s technology solutions as unique in the market.
• Ensures customer value alignment prior to financial proposal provided.

Relationship Management

• Skilled at communicating to a range of levels from end user to senior decision makers within customer base, aligning their business problems with our solutions.
• Able to navigate difficult customer conversations with objectivity and without bias.
• Understand customer motivations and behaviors applying appropriate Crux value-aligned tactics to customer relationship management.
• Builds support/rapport with key stakeholders outside of meetings.

Voice of Customer

• Listensto understand, empathizes, and acts as customer advocate – acting from customer’s value and belief set in challenging existing internal processes/standards of customer focus.
• Embraces constructive tension in internal commercial conversations.
• Re-frames and advocates to get other internal stakeholders to understand/see things from the customer perspective.
• Develop and implement strategies/processes which improve customer experience.

Commercial Drive

• Develop & leverage a range of strategies to persuade customers. Anticipates objections and builds responses into arguments/approaches.
• Ability to craft proposals/agreements which assess and mitigate commercial and legal risks.
• A flexible self-starter that prioritizes and produces excellent results based on forecast and high level work descriptions with minimal guidance.
• Sufficient technical acumen to run commercial calls which necessitate describing qualitative value and understanding responses to the qualification questions.

CruxOCM is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We are happy to accommodate any accessibility needs you may have.

Ready to take your career to the next level? Join us and help shape the future of the energy sector!