职位描述： lR6@
xJd:@ Role Description The Major Accounts Executive"s (MAE) primary responsibility is the development and pursuit of enterprise opportunities within target headpin organisations for a given vertical. The MAE will develop and own the Primavera sales approach in the Oil&Gas vertical. At a high level the MAE will build a sales plan for their target vertical as well as develop account plans for target organisations who are industry leaders in the target vertical. Through their understanding and experience of their focused vertical, the MAE is able to lead a verticalised virtual team, focussed on opportunity generation and major account penetration and development. Through this community they will ensure that the PGBU is developing accounts, winning new business and gaining enterprise standardisation within the industry leading organisations. In doing this the MAE will develop a replicable model which can shared as "best practice" and used across the rest of the sales organisation. The MAE will carry a $1m license revenue target (to be defined). Candidate Profile The right candidate will have a minimum of 8 years of solution sales background, preferably selling high value complex application software into the Oil&Gas sector. The experience of articulating a clear value and selling at C-level is a must. The successful candidate will have experience in a start up environment and will have a demonstrable track record of pure new business development. Deep understanding and existing relation within the Oil&Gas sector including the major players (PetroChina, Sinopec, CNOOC and Sinpec) and partners is an absolute must. The successful candidate will be required to not only provide a degree of internal leadership in the target vertical but also be able to lead and collaborate with PGBU"s extensive partner community. Therefore experience selling enterprise solutions through, and with partners is paramount. The successful candidate has a strong can do attitude, considerable aptitude, able to communicate in written form as well as verbally and is able to manage in a matrix environment. They will also be used to winning deals of USD300,000 or above. This role will report to the Country Manager. . t.i 8
2Q
