Account Manager - SIS

Location: Kuala Lumpur - Malaysia

The Account Manager for SIS (Software Integrated Solutions) has the ultimate responsibility for building and executing the sales strategy required to maximize revenue growth for SIS across the entire breadth of his/her account(s).

He/she should be flexible to new challenges and have the creative ability to seize new opportunities.  He/she is a team player with good communication skills and commitment to success through teamwork while achieving personal targets and objectives. He/she will be comfortable at a client user level as well as executive level. Dependent upon location, sales territories are either allocated on a geographic basis or as named accounts.

He/She reports to the SIS GeoMarket Sales Manager. In some instances reports to the SIS Operations Manager.  Successful Account Managers are excellent communicators, able to build lasting and professional relationships with customers at key levels.

Responsibilities:

  • Responsible to manage client's satisfaction towards Schlumberger Integrated Solutions (SIS) software solutions to assigned accounts.
  • Optimize the sales of SIS software solutions while accountable for revenue target, pricing integrity, market share and introduction of new technology.
  • Performs account profiling and account sales planning for the assigned accounts in accordance with the account management process.
  • Implements an approved sales plan for each account.
  • Identifies sales opportunities and manages them through the opportunity management process.
  • Coordinates with the service delivery organization for product and services delivery to ensure highest service quality is achieved.
  • Follow up on invoicing, receivables collection, and other sales relevant administrative tasks as required.
  • Performs the input for marketing & sales business systems in accordance to standards.

Essential Responsibilities and Duties:

  • Carries ultimate responsibility for all opportunities across the assigned account(s) or region and drives sales across all SIS offerings.
  • Coordinates closely with the Global Account Manager (when applicable).
  • Coordinates product and solution sales opportunities with Technical Sales team and Domain Champions.
  • Communicates with and utilizes OFS organization to further Schlumberger success.
  • Maintains CRM entries that cover all domain/SIS segment opportunities validated by the technical sales team.
  • Maintains strong client relations across client organization from users through senior client executives.
  • Maintains contacts and CVR (visit reports) in CRM for all his/her accounts.
  • Maintains a living Target Account Selling plan (TAS) for all opportunities, plus any opportunity deemed strategic.
  • In charge of overall proposal preparation for all quotes, tenders preparation and finalization with assistance from Technical Sales and/or Domain Champions who in turn are responsible for the technical documentation and solution proposed within the quote or tender.
  • In charge of legal and financial negotiation of all RFP’s, tenders, and contracts in coordination with GeoMarket Legal and tax specialists. Final approval of tenders includes approval by the SIS Ops Manager and/or SIS GM Sales Manager.
  • Ensures contracts are in compliance with SLB contract policy and practices.
  • Controls and approves monthly invoicing for current month and provides next month forecast to Sales/ Operations Manager.
  • Maintains quarterly rolling revenue forecast for all his/her accounts.
  • Assists finance department in resolving outstanding collection issues.
  • Monitors competition, market share and pricing within their Account(s) or geography.

Qualifications and Experience:

  • Bachelor’s degree in Engineering, Computer Science, IT.
  • Minimum five years’ experience in Sales/ Account Management position.
  • Experience in pipeline and opportunity management processes, including bidding for such services.
  • Candidates with a proven record of successful negotiations and extensive knowledge of the market in Brunei preferred.
  • Familiar with Sales Business Systems to manage sales opportunities.

Schlumberger is an equal employment opportunity employer. Qualified applicants are considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or other characteristics protected by law.



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