Job Title: Oil & Gas Business Development Director

Location: Anywhere in Texas

Relevant Experience: At least 4 years of experience in selling engineering, consulting and other IT services to NAMED Oil and Gas Companies in North American Markets

Summary

The Director/Manager –Business Development position is a key senior sales role within the TCS Energy, Resources, and Utilities (ERU) sales team for North America, responsible for executing regional sales and business development strategies. The candidate would be primarily playing a hunter role, responsible for securing new clients into TCS, expanding business development activities selling TCS’s entire portfolio of IT Outsourcing services, Consulting, Products, BPO and Platform Services for oil and gas companies who are in the North American Markets.

This professional will focus on oil / gas transportation companies. This sector also includes all oil and gas majors for upstream, midstream and downstream business operations. These clients are listed on the approved Go-To-Market Master List of Client Targets for TCS. Such target clients include Exxon, Shell, Valero, and Conoco Phillips, Chevron and Sunoco. There are approximately 100 target clients for this role and the selected candidate will work with TCS management to identify 10-12 such targets to become exclusive FOCUS accounts for intensive account program planning and sales campaigns. Additional client targets will be added to the list for this role depending on the capabilities of the incumbent and the needs of TCS.

The position’s primary responsibility for the selected candidate is to achieve new OBV targets for TCS services and products sold to the selected Oil and Gas target companies. The candidate will develop revenue-producing relationships with decision-making CxO level executives at leading Oil and Gas firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales & Solution Development team(s) onsite and offshore. Incumbent will oversee the entire sales effort from initial contact to bidding to negotiation of contracts to launch of actual services.

Responsibilities

• Achieve monthly, quarterly and annual sales targets established by the Head- Sales ERU; and execute business development, offering positioning and sales strategies as a member of the ERU sales team for North America.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales channel.
• Personally develop strong, long-term relationships and referrals with senior management at leading North American Oil and Gas companies, upstream oil and gas services companies (exploration and development), midstream (refineries), and downstream (retail operations) for selected targets on the ERU global approved client target list. Also develop relationships with selected regulators, oil and gas industry leaders, regulators, and other influential stakeholders.
• Manage the end-to-end sales process for all QUALIFIED opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
• Work in close collaboration with TCS’ presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
• Provide leadership to customers during initial phases of an engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
• Identify and develop potential alliance partnerships and seek out new market and product growth areas.
• Support the team’s market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff. Also contribute to the continued enhancement of software product development and product management.
• Adhere to all TCS Sales, Human Resource, and corporate ethical policies, standards and guidelines.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility and trust.

Skill and Experience Requirements

• Strong hunter profile with a proven track record of success in selling professional services to oil and gas, and related companies. Track record can also include technology services and/or products, including consistent over-achievement of client acquisition and sales revenue targets.
• At least 4 years of experience in selling engineering, consulting and other IT services to NAMED Oil and Gas companies. Will also consider candidates who have at least 5 years overall experience as a services and/or technology salesperson preferably working in a leading IT services & products firm with prior experience of selling high end services to oil and gas companies or other companies involved in pipeline management or maintenance. See list below of related company experience.
• Strong local contact base and access to alumni, local associations, industry associations within the North American markets connected with oil and gas organizations.
• Good understanding of oil and gas field services, mid-market services, pipeline management operations and related business processes; the candidate should demonstrate a good understanding of how target client firms use information technology to achieve business goals and meet regulatory and risk management requirements.  Should either have sold oil and gas services technology or have worked in North American oil and gas organizations in some capacity.
• Experience with vendor selection processes including RFI and RFP issuance and response management;
• Experience of working on opportunities run by third party analyst organizations such as TPI, Equaterra, etc
• Understanding of customer decision making criteria as it pertains to offshore services, consulting, on-demand technology solutions.
• Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
• Demonstrated ability (documented deals) to manage complex negotiations with senior-level business and technology executives at leading oil and gas or related firms.
• Prior experience in relationship building with industry executives at trade shows, conferences, industry events and professional association meetings.
• Strong analytical and negotiations skills.
• To succeed in this position, you must be self-motivated, ambitious, focused, detail-oriented, organized, capable of managing complex situations, and command the ability to work with offshore pre-sales and solution development counterparts to develop opportunities.
• Thorough command of English, both written and spoken.

Travel Requirements

The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, software implementation, and ongoing relationship building. Expect 50% to 75% travel.

Education Requirements

Bachelor’s degree or equivalent required. Master of Business Administration (MBA) degree preferred.

Sourcing

Competitors to TCS - Infosys, Cognizant, IBM Global Services- Utility and Oil/ Gas Services Sector, HCL, EDS, Accenture, SAIC, RW BECK.

Oil Majors – Exxon, Mobile, Chevron, Shell, Total, Conoco Phillips, Sunoco, Valero, Rowan Oil, Murphy Oil, Occidental Petroleum, and others.

Refiners – Sunoco, Citgo, Tesoro, Formosa, Hess.

Related Supplier Organizations – BHP Hilliton, Bechtel, Parsons, Haliburton, Marathon, Fluor, Kellogg Brown Root, and Baker Hughes.

CANDIDATE QUESTIONNAIRE:

If you are interested in exploring this opportunity please click on the following Questionnaire link, complete the Questionnaire and submit it to our attention.

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Tata Consultancy Services (TCS) - Oil & Gas Business Development Director Candidate Questionnaire