Strategic Account Executive - Oil & Gas

The role

The Strategic Account Executive will drive the sales pipeline and grow revenue in the Oil, Gas & Chemicals vertical. This person will manage a named account list and run the full sales cycle to provide solutions to large companies in the Americas.

What you will do

• Own a named account list across upstream, midstream, and downstream oil and gas
• Build a territory plan based on operational risk, regulatory pressure, and expansion potential
• Run the full sales cycle from first meeting to signature
• Sell to CISO, IT security leadership, plant managers, control systems engineers, and OT security leads
• Maintain account and opportunity detail in CRM
• Forecast and report revenue projections to management
• Collaborate with channel partners to pursue new clients
• Develop thought leadership and advisory relationships
• Execute sales strategies to exceed sales quotas
• Bring field intelligence back to sales engineering, product, and marketing

Required qualifications

• Direct experience selling into oil and gas, petrochemical, or heavy industrial accounts
• Working understanding of how upstream, midstream, and downstream operations differ
• Credibility with OT and engineering stakeholders
• Ten or more years of enterprise or strategic account sales experience
• Consistent record of exceeding quota on complex, seven-figure deals
• Experience building a territory from a named account list
• History of overachievement evidenced by multiple President’s club and/or MVP awards
• Strong knowledge and utilization of MEDDIC and other selling methodologies
• Established relationships across the Houston energy corridor, or a credible plan to build them quickly
• Comfort operating across a matrixed team

Nice to have

• Bachelor’s degree

About the company

OPSWAT is a global leader in IT, OT, and ICS critical infrastructure cybersecurity. The company delivers an end-to-end platform to protect complex networks, secure devices, and ensure compliance.