|Location||Kuala Lumpur, Malaysia|
|Date Posted||April 16, 2019|
This role is to be a technical adviser to potential customers existing customers, with the goal of increasing sales of IHS Markit engineering software sales. The individual will be working closely with account managers on the Sales team.
As a technical adviser, your value is not just ‘the demo person’, but to make a connection with the customer’s problems and a solution that we offer, then clearly illustrate and deliver the value of that solution. The solution can include the need for engineering software, consulting, training, support or even another IHSM product. The account managers and customers both need your awareness of our solutions and workflows. We need to be able to communicate and demonstrate the appropriate solutions and explain how it will solve their problems.
Listening to customers to understand their current engineering challenges and objectives, and which tools are currently being used (IHS Markit and others). Work with the account manager to propose an IHS Markit solution to the customer’s objectives including data connectivity, software solutions, workflow ideas and training requirements.
Explaining the benefits of IHS Markit engineering solutions over competitive products.
Providing software demonstrations to aid in generating new sales. This includes, but is not limited to:
Meetings with new customers.
Meetings to promote a new software application to an existing customer.
Software demonstrations to expose the solutions to new members/teams at an existing customer.
One on One software overviews to key decision makers (ex: VP Engineering wants to see our production optimization solutions).
Providing engineering software training to customers based on their requirements and could include
Rate transient analysis
Pressure transient analysis
Decline curve analysis
General software navigation
Working with client data to show how IHS Markit engineering solutions can help solve their reservoir and engineering challenges
Working with an account manager to secure renewals by promoting the value of IHS Markit engineering tools. This will often involve speaking with the customer and developing a strategy between yourself and the Account Manager to determine the best approach to secure the renewal.
Creating email content with the Account Manager to generate interest in a meeting with the customer. Also collaborating with the Account Manager to provide relevant post-meeting follow up content (screenshots, references, examples, wording highlighting value, etc).
Grow your range of capabilities by developing solutions focused presentations using all of the IHS Markit engineering software packages including among others Harmony Enterprise, Reservoir, Forecast, WellTest, SubPump & Piper. Why? Not only does this help you support the Account Managers better and provide solutions to the customer, but develops your technical skills
Document solutions focused presentations both for customers to view and as internal resources for IHS Markit, using video and slides.
As a technical individual familiar with the IHS Engineering solutions, you’ll identify and promote new sales opportunities when working with customers. E.g Do you collect daily flowing pressure data? How do you perform compression studies? How do you design gas lift now?
Provide software development feedback to product managers.
Travel is expected for new business, securing renewals, conferences and training.
Key requirements of the person for this role:
Reservoir engineering subject matter expert – Key Requirement
Production engineering experience would be desired
Experience using IHS Markit engineering solutions in the past is a great advantage
An aptitude for explaining technical concepts and teaching
Excellent presentation skills, knowing when to be quiet, engaging the audience, asking questions, focusing on value not features.
Commercially minded with sales targets in mind.
Customer service, ensuring a client knows they'll be well taken care of.
Listener, understanding a customer’s needs to properly qualify them and provide an appropriate solution.
Detail oriented, tracking your activity and proper follow up to client meetings.
Creative, we need new innovative ways to show value from our engineering software.
Takes initiative. Imagine this is your business, how would you make money with these products.
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