About Us We are the independent expert in assurance and risk management. Driven by our purpose, to safeguard life, property, and the environment, we empower our customers and their stakeholders with facts and reliable insights so that critical decisions can be made with confidence.As a trusted voice for many of the world's most successful organizations, we use our knowledge to advance safety and performance, set industry benchmarks, and inspire and invent solutions to tackle global transformations.About Energy Systems We help customers navigate the complex transition to a decarbonized and more sustainable energy future. We do this by assuring that energy systems work safely and effectively, using solutions that are increasingly digital. We also help industries and governments to navigate the many complex, interrelated transitions taking place globally and regionally, in the energy industry.About The Role Sales Manager, Integrity and Risk reports into Growth Manager and focuses on new customer acquisition. Scope of the role is to plan and execute sales plans, proactively identify new leads and opportunities, develop value propositions, present our solutions and offerings, negotiate and close opportunities. The position will work closely with prospects, customers, marketing, pre-sales, delivery, operations and customer success.Primary Tasks Of This Role Plan and execute GOTO-market programs to identify potential clients and business opportunitiesDevelop and maintain strong relationships with prospects and clients, create awareness for our products and servicesAttending networking events, joining professional organizations or groups and leveraging social media to make new connectionsGenerate, qualify and convert new leads to opportunities via traditional and digital channelsPrepare and deliver compelling sales presentations to prospective clientsNegotiate and close sales deals, ensuring client satisfaction and meeting sales targetsCommunicate market, including competitor, feedback to marcom and the product development team to improve offeringsMaintain good housekeeping of CRM-systems and sales funnelDevelop solid networks and collaboration across Digital Solutions organization as well as across other DNV business areas.Strategic KPI's Sales funnel growth, lead conversion, weighted value, opportunity ageHunting vs farming ratio, hit rate, market initiativesStrategic must win's, X-BA win's, digital salesSales funnel HousekeepingKey Behaviors Manage high volume of leads and opportunities in parallelNavigate complex sales cycles and guide the customer journeyBalance ambitious goals and sales targets with proper customer satisfactionKeep up with rapid market changesRole Location & Structure This role is based at our DNV office in Houston, TX, Columbus, OH, and Mechanicsburg, PA, presenting a dynamic hybrid schedule where employees will typically spend three (3) days per week working from either a DNV office or client location/site. Further details regarding role-specific requirements will be shared during the interview process.What You'll Do The Integrity and Risk Sales Manager contributes to the unit's goals for order intake, revenues, profitability, and market penetration in North America.Promote and sell the company's existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geographySuccessfully and professionally manage the entire sales process in accordance with company systems and policiesParticipate in sales forecasting and planning in an effective manner by:Consistently building and delivering an accurate opportunity pipeline.Assisting with executing short and long-range sales and marketing plans.Actively engage with the Sales team and other colleagues, sharing knowledge and ideas in support of profitable growth and customer success.Support and promote established relationships with industry and solution partners to maximize sales and sustain a leading position in the marketEmbraces and engages the Challenger Sales Methodology (Richardson Upskilling)Meet or exceed the sales target for our offerings and identify short-term as well as long-term business opportunities via account management activitiesGather intelligence and obtain a clear and comprehensive understanding of the client's business issues and challengesLead or participate in contract negotiations as requiredUse the CRM tool (Salesforce) to manage and record all stages and activities of the sales cycleDevelop and grow relationships within the global sales team and actively collaborate and share customer intelligence and opportunitiesParticipate in global sales team gatherings and sales initiativesOther sales and business development activities as required, in support of company strategies and goalsWhat We Offer Generous paid time off (vacation, sick days, company holidays, personal days)Medical and Dental benefit plans, Vision benefitsSpending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSAEmployer-paid, therapist-led, virtual care services through Talkspace401(k) with company matchCompany provided life insurance, short-term, and long-term disability benefitsEducation reimbursement programFlexible work schedule with hybrid opportunitiesCharitable Matched Giving and Volunteer Rewards through our Impact ProgramVolunteer time off (VTO) paid by the companyCareer advancement opportunitiesBenefits vary based on position, tenure, location, and employee electionDNV is a proud equal opportunity employer committed to building an inclusive and diverse workforce. All employment is decided on the basis of qualifications, merit, or business need, without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. DNV is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. US applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the North America Recruitment Department (hrrecruitment.northamerica@dnv.com). Information received relating to accommodation will be addressed confidentially.For More Information You What is Required Promote and sell the company's existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geographySuccessfully and professionally manage the entire sales process in accordance with company systems and policiesBachelor's degree in related discipline or equivalent professional experience of 10+ years of account management experience, preferably in the natural gas/liquids transmission marketProven track record in technical sales consistently meeting or exceeding increasing sales goalsSolid technical operations familiarity with the natural gas/liquids transmission markets and a good overall understanding of the industry trends and relevant competitionMedium to advanced understanding of pipeline integrity and risk as it relates to natural gas/liquids pipelinesFamiliarity with the regulations facing pipeline operatorsDemonstrated account management ability including stakeholder mappingDemonstrated creativity and innovation in cross functional selling with ability to present oneself in a professional mannerEffective communication, particularly listening skills with both colleagues as well as customers, ability to see the bigger pictureThe ability to efficiently and effectively communicate complex solutions to the various stakeholders of an organization; C-Level, IT, Dept Manager and Engineer persona'sExcellent interpersonal skills to create and maintain profitable relationships with existing and potential customersThorough understanding and execution of negotiating and closing in a win-win long term focused environmentWillingness to travel within the region and internationallyProven ability to develop a sales funnel in new market segmentsExcellent verbal and written communication skills.We conduct pre-employment drug and background screeningWhat Is Preferred Specific experience with DNV's Digital Solutions SoftwareAbility to demonstrate the Pipeline Product Line suite of productsExperience selling Software as a Service (SaaS)Demonstrated success selling Enterprise Software Solutions at the senior levelProactive and enthusiasticPersuasive and assertiveCollaborativeSold Integrity and Risk domain and solution competenceImmigration-related employment benefits, for example visa sponsorship, are not available for this position#J-18808-Ljbffr