Client Partner - Energy

Job Requirements

At Quest Global, it’s not just what we do but how and why we do it that makes us different. With over 25 years as an engineering services provider, we believe in the power of doing things differently to make the impossible possible. Our people are driven by the desire to make the world a better place—to make a positive difference that contributes to a brighter future. We bring together technologies and industries, alongside the contributions of diverse individuals who are empowered by an intentional workplace culture, to solve problems better and faster.

Scope:

The Client Partner (CP) will head the Virtual Account Unit (VAU) for one of the key customers in the Energy vertical at Quest Global and bring a focused approach to addressing this portfolio’s customer needs and strategies. The initial focus will be on enhancing the partnership with key customers in the Energy segment and then entering and scaling adjacent businesses.

The CP will work closely with the leadership team of Quest Global and is responsible for leading and growing the overall world-wide relationship with all other accounts, including Revenue and Profit responsibility for the global team supporting the must-have accounts and managing a team of Engagement Managers.

Key Responsibilities

• Account Ownership: own Quest Global's revenue & profit targets for your account in the Energy industry.

o Participation in Account Strategy for development/implementation of the overall account-level strategic plan.

o Develop and implement in-depth analysis and strategic account planning (Strap) for the account to identify key focus areas for growth including account headcount, competitive analysis, customer needs per engineering service area, SWOT, Quest Global relationship summary, and Quest Global capability gaps. Make key business decisions on what services/solutions to pursue and invest in.

o Understand Quest Global’s value proposition and differentiators. Collaborate with leadership to enhance these from the perspective of current and future clients.

• Fostering Relationships: leverage existing customer relationships with the account’s engineering influencers and decision-makers at both executive and mid-level manager levels. Develop and expand relationships with senior and mid-level customers.

o Customer Communications. Hold quarterly customer reviews, lead/author Account Branding Newsletters, and other communications per Quest Global’s processes.

• Acquiring Business: as a leader of the team, you will be responsible for the activities in the sales cycle from qualifying an opportunity to defining deliverables and performance targets, maintaining relationships, interfacing between customer and delivery team, and ensuring the quality of the deliverable meets expectations.

o Support large business deal campaigns. This includes the entire cycle from need identification, customer contact, proposal development, support in defining organizations, systems, processes and deliverables to win proposals, and implementation and handover to the delivery team.

o Unsolicited Campaigns. Identify and lead unsolicited, strategic campaigns to grow the account. Leverage Quest Global’s relationships, influence customer decision-makers, monitor milestones, track action item progress and lead the campaign proposal effort.

o Solicited Proposals. Lead and manage all solicited proposal responses for all new business services or customers. Develop plans and proposals to realize the revenue target from the account, quarter on quarter. o Expand to New Locations/ Divisions. Develop and implement plans to enter new geographies or divisions of accounts as per the strategic account plan.

o Cross Sell and Up Sell. Leverage Quest Global’s best practices and from other accounts, to develop and operationalize plans to introduce new services to accounts.

o Lead efforts to establish rates not in the Master Service Contract that leverage value pricing. Includes data gathering, analysis, proactive engagement of customer champions, pricing strategies, competitive positioning, competitor assessment, etc.

• Marketing the Brand: develop and support account-based marketing initiatives along with the marketing team.

o Work with the delivery teams to host customers, partners, and clients at Quest Global’s facilities.

o Participate in branding at industry events (trade shows, conferences, and industry associations) and other networking vehicles where activities include interacting with current and potential clients, presenting capability and white papers, lead industry initiatives, etc..

• Adapting to Change: flexibility and leadership to take on other duties as assigned.

We are known for our extraordinary people who make the impossible possible every day. Questians are driven by hunger, humility, and aspiration. We believe that our company culture is the key to our ability to make a true difference in every industry we reach. Our teams regularly invest time and dedicated effort into internal culture work, ensuring that all voices are heard.

We wholeheartedly believe in the diversity of thought that comes with fostering a culture rooted in respect, where everyone belongs, is valued, and feels inspired to share their ideas. We know embracing our unique differences makes us better, and that solving the worlds hardest engineering problems requires diverse ideas, perspectives, and backgrounds. We shine the brightest when we tap into the many dimensions that thrive across over 21,000 difference-makers in our workplace.

Work Experience

Skills and Qualifications

• Deep domain knowledge of the oil & gas industry with knowledge of process lifecycle engineering of both Upstream and Downstream operations, major OEMs, major engineering services & suppliers, external drivers and funding mechanisms, etc.
• Ability to build and maintain strong relationships with senior and mid-level technical leads, business leaders, and operations managers.
• Strong technical & commercial skills and experience including development of account offerings and sales strategies, proposal development (negotiating, pricing, costing, discount structures, terms and conditions), contract management, services execution, interface management, and quality delivery.
• Understanding of relevant/adjacent technologies and competitors’ services.

• Experience working with global remote team/ offshore delivery model environment. • Experience with sales and account management and in developing strategic plans.

• Experience leading cross functional teams.
• Excellent interpersonal and communication skills, both verbal and written; ability to communicate effectively at all levels; easily approaches strangers; superior relationship building; high emotional intelligence; influential; strong desire to collaborate.
• Strategic orientation; analytically driven; decisive; critical thinking and problem-solving skills.
• Ambition to thrive in a fast-paced sales environment; takes ownership; results driven, high energy, passion to win, self-motivated, persistent; able to work independently; ability to handle multiple demands simultaneously.
• Willing to travel.

Education

• Bachelor’s Degree in Engineering. Master’s degree or MBA preferred.
• Project Management Professional preferred. Professional Engineer optional.

• Overall work experience 14-17 years in relevant oil & gas and/or project management and mechanical integrity domains • Experience in the sales process in handling and presenting proposals.

• Formal training/experience in program management, negotiations, and strategic selling.