You will play the role of trusted partner in a digital transformation of our clients, while working with all lines of business and propose value added solutions that will help our clients expand their business and prepare for future challenges. You will maintain curiosity to understand our customers' business and drive the customer relationship to new directions to discover new areas where both the customer and the company can win. In this role you will help manage named client accounts with an emphasis on value and outcome selling from Digital Transformation. Lead digital transformation opportunities together with the local sales team in addressing complex and out of standard engagements by: 

• Providing sales strategy insights, challenging the sales approach, shifting mindsets to value delivery to customer rather than product push

• Formulating a clear and meaningful customers' business problem statement to resolve 

• Defining a disruptive value proposition transforming the way how our customers do business enabled by the company technology and ecosystem 

• Providing methodology & driving force ensuring the sales process is executed with highest quality standards and commitment with target dates 

• Leveraging skills and expertise within the group to support the sales effort and coordinating them 

• Supporting the local sales team in facing customer and in preparation of deliverables required during sales process 

• Report and present conclusion and outcomes to the C-level and Executive team 

• Create and deliver solution outlines across the group solutions and migration paths that show the evolution of a system from a baseline state to a target or future digital roadmap and state. 

• Coordinate a cross-functional, cross-LOB and potentially partner driven team approach in a complex sales cycle. 

• Map out customers' decision-making process and identify areas where digital is rapidly shifting the sales paradigm. 

• Use available client data to proactively identify possible needs before they are expressed by client. 

• Help Manage multiple decision makers to move deal to closure. 

• Evaluate and prioritize the need for additional resources to advance the sale, focusing on competitive advantage and cost efficiencies. 

• Work with the Account Managers and peers to identify and streamline the correct Commercial Operations processes. 

• Utilize industry knowledge and skillsets to support an industry relevant line of questioning and resultant problem-solving definition. 

• Identify next steps and how to string together near-term successes that can be the foundation for future engagements and an expanded business. 

Work with the entire sales and pre-sales team in: 

• Qualifying the opportunity: customer potential to invest in Digital at large scale, context favorable or not for investing in a Digital transformation 

• Building the sales strategy: power map, competition map, SWOT, key success factors. 

• Running discovery workshops with customer to understand business challenges and raise interest in Digital 

• Running assessment workshops with customer to understand more in-depth business requirements, priorities and constraints 

• Translating these business requirements into digital solutions, working closely with Oil & Gas SME's and the Technical team (Sales solution architects, Data scientists, and Product team) 

• Building a value proposition detailing the most appropriate digital solution for the customer, its business case and implementation roadmap 

• If required, building out of standard business models to enable the Digital transformation (JV creation, funding by external parties 

• Supporting the Sales Commercial Operations team in preparing the Technical & Commercial proposal 

• Driving technical & commercial discussions and negotiations with customer up to contract signature