Account Manager – US - Gas, Power and Energy Futures (GPE)

Account Manager – US - Gas, Power and Energy Futures (GPE)

Summary: The Account Manager’s main responsibility is maximizing profitable company sales revenue growth within the assigned accounts focused on identifying, qualifying, negotiating, and closing new business to exceed sales targets. Ideal candidates are sales professionals having demonstrated success calling on senior executives in the Natural Gas, Electric Power, Solar, Wind, Renewables and/or Energy Storage industries. Candidates should have shown success in offering a unique value proposition, delivering solutions and selling solutions specific to customer needs, whether identified by the potential client or through the discovery process executed by the Account Manager.

 

Candidates must have strong closing skills, be extremely persistent, be willing to prospect, work well without supervision, be highly money motivated, be effective at building relationships, have keen listening skills, be adept at asking probative questions, be assertive but not aggressive, with outstanding phone and interpersonal skills.  Working knowledge of business economics and comfort discussing value propositions with customers is required. 

 

The ideal candidate must possess strong business to business direct sales background and a proven track record of exceeding sales quotas.  The candidate for this role must have excellent English communication skills (written and verbal). This position will carry quota for renewals and new business and possibly some small renewal business. 

 

Compensation for this position will be salary plus commission.

 

The location for this position is preferably in Houston but other locations in Texas or the southwest will be considered as long as located near a major airport. Travel will be throughout the contiguous United States.

General Job Duties:

The Account Manager, working within the IHS Markit Gas, Power and Energy Futures Team for the US, will execute against sales goals, including accurate forecasting and revenue attainment. This generally includes qualifying and disqualifying new business opportunities, identifying customer needs/challenges, delivering executive IHS Markit point of view dialogue, delivering solution presentations to new customers, developing proposals, negotiating contracts, closing business in a timely manner, and fully comprehending the unique IHS Markit value proposition.

 

 

Specific Job Duties:

The Account Manager will own a specific set of named accounts within the IHS Markit GPE US customer base and will have responsibility for developing new business both within the named accounts as well as at new accounts to IHS Markit GPE.

 

The Account Manager will be responsible for the following:

 

Accountability for driving revenue growth across IHS Markit's GPE business to meet or exceed expectations, including identification of revenue drivers and metrics focused on market expansion and penetration.

 

Monitoring performance-to-plan throughout the fiscal year and adjusting direction, focus and sales initiatives as needed to effectively penetrate the market.

 

Creating and managing their sales pipeline of new business opportunities in the Customer Relationship Management (CRM) platform within the assigned territory, generating leads from face-to-face meetings and discovery calls with customers as well as following inbound leads from marketing, the GPE Insight team, industry events and other sources.

 

Based on opportunities in the sales pipeline in CRM, provide monthly forecasts within a 95% accuracy rate to create visibility with all market owners on revenue trends and actions to drive revenues to plan.

 

Understanding the product sales cycle and challenges, including the strategies of competitors, and leveraging this knowledge to hone sales strategies.

 

Build a strong network & relationships with the key decision makers within the customers’ organizations to expand sales of IHS Markit GPE products, services and consulting engagements.

 

Develop and execute account plans & strategies for key customers in conjunction with sales & business leadership.

 

Maintain a thorough understanding of GPE and related industries, including industry trends, business processes, financial measurements, performance indicators and key competitors.

 

Working with Product and Sales Management to ensure proper positioning of complex solutions.

 

Competency in delivering price for value relative to the appropriate product solution.

 

Quickly learn basics about the IHS Markit GPE offering portfolio and strive to become expert level within 12-18 months.

 

 

Required Education:

4 year College Degree. Science or related technical field a plus but not necessary. Sales experience in or to the Natural Gas, Electric Power, Solar, Wind, Renewables and/or Energy Storage industries preferred.

 

Required Experience:

A minimum of 10 years sales experience, with at least 8 years of experience in selling complex enterprise solutions to customers in the United States.

 

Demonstrated success in closing large and complex sales through regional GPE industry knowledge, negotiation and relationship building skills.

 

Proven ability to uncover needs and the buying process at private and public multi-national companies.

 

Skilled in consultative and value selling methodology, with a deep understanding of the client’s needs, challenges and goals.

 

Experience in developing and implementing strategies for revenue growth that capitalize on the unique nature of specific environments, leveraging partner and other relationships creatively without being tied to a specific approach. Appropriately adapts and leverages products, services and operations to effectively compete in competitive markets.

 

Proficiency with Microsoft applications required (Excel, Word and PowerPoint).

 

Proficiency in a Customer Resource Management platform required. Salesforce preferred.

 

Must be flexible with the ability to work effectively and collaboratively with all colleagues.

 

Language Requirements:

English (verbal and written) conversational business proficiency required.

 

TRAVEL: 35% of the time – some overnight travel required (once business travel resumes)

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Technology we use

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Location

We may consider Upslope Brewing and OZO Coffee our external conference rooms. If food trucks are your jam we have plenty right outside our doors!

An Insider's view of IHS Markit Digital

What’s the vibe like in the office?

Uniqueness and creativity can be seen in all areas here! We have a digital community bulletin board where you can buy, sell, or post just about anything (seriously, anything!), a company sponsored picnic that includes spirited cornhole competitions, and regular group outings like running or cycling, before, during, or after work.

Marj

Executive Director, Sales

How do you collaborate with other teams in the company?

My teammates and I come from a diverse set of backgrounds and combine our unique perspectives to provide innovative solutions to problems. As a result, our products push new boundaries and delight our clients.

Jason

Product Management Director

What are some things you learned at the company?

I’ve learned to appreciate and be intentional. My teammates are always ready to help each other find a better workflow, learn new tools, and support each other emotionally. This culture of support and collaboration inspires me to contribute by creating amazing work for our clients and being creative in connecting with colleagues intentionally.

Juwon

UI Designer

How would you describe the company’s work-life balance?

Our culture promotes hard work while also living a fulfilling life outside of the office. We all love spending time working together on challenging projects, and when the time comes to get away, the support is felt throughout the company. Whether it's an extended vacation or volunteer opportunity to give back to our community!

Corwin

Associate Creative Director, UI Design

What are IHS Markit Digital Perks + Benefits

Culture
Volunteer in local community
We each get 3 days a year to volunteer and will help match you with existing opportinities.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
We have ample opportunities to join committees! We've got guilds, a Pride committee, a crafting club, a book club, a green team, a parenting community and several more.
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
Acme Co.'s team fitness initiatives include In-office yoga.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Restricted share unites (RSU's) may be grated recognizing performance.
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Life happens and we trust our colleagues to get the work they committed to done.
Remote Work Program
COVID-19 has provided us the opportunity to quickly acclimate to working remotely and we are establishing new guidelines as we continue to learn.
Family Medical Leave
Employees who have been with the company for 3 months are eligible for 26 weeks of family medical leave.
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Parking
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Acme Co. hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Mentorship program
Our mentorship program includes 1-to-1 program, 1-to-many program, Cross-department program, Career mentoring, Leadership mentoring.
Time allotted for learning
We all want the opportunity to learn and grow. You and your manager can talk about what makes sense for you and your team.
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

To name a few...pet insurance, ECO pass, loaner bikes and secure bike storage, showers + locker room onsite, food trucks every day and regular visits from Sweet Cow Ice Cream.

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