Senior Channel Account Manager - Field Safety & Instrumentation

Role Overview

Required Qualifications

• Bachelor's degree in engineering, preferably with an electrical, electronics, or instrumentation background.
• At least 10 years of instrumentation sales experience in the oil and gas and petrochemical industries.
• At least 5 years of field instrumentation and safety experience.
• Proven experience managing key oil and gas customers such as ADNOC.
• At least 5 years of channel management experience.
• Technical expertise in instrumentation.
• Experience selling in an international, highly matrixed organization with multicountry management experience.
• Experience with complex selling, senior-level relationships, team selling, and opportunity planning.

Technical and Commercial Knowledge

• Understand industry and market trends in the assigned territory and vertical.
• Understand customer businesses, financial and business drivers, and commercial terms.
• Use market and marketing data to build successful account plans.
• Understand EPC contract terms and conditions.
• Use Salesforce for commercial excellence and sales management.
• Champion sales processes and disciplines.
• In-depth knowledge of instrumentation and fixed gas products is valued.
• Familiarity with industry regulatory requirements and future mandates is valued.

Customer and Sales Responsibilities

• Develop and sustain long-term customer relationships at all levels, including senior stakeholders.
• Engage customers early in the buying process, diagnose needs, and tailor solutions.
• Manage account business, customer service, strategic planning, quarterly results, and long-term goals.
• Identify sales opportunities and build value propositions for account solutions.
• Manage customer contacts as a trusted advisor and advocate.
• Own customer relationships, account plans, sales plans, proposals, and contract negotiations.
• Drive sales campaigns, strategic initiatives, and long-term account growth.
• Pursue territory growth through face-to-face meetings and winning new customers.

People and Collaboration

• Leverage cross-functional resources to address customer drivers and initiatives consultatively.
• Guide management and executive sponsor interactions with customers.
• Lead peers by influence to coordinate support and pursue orders.

About the Company