Sales Capture Lead (service sales)

We are seeking an experienced results-driven Industry 4.0 Digital Transformation Services Sales Capture Executive to drive sales of digital solutions for plant engineering, digital production operations, and digital capital projects within the Oil and Gas sector.

The ideal candidate will have a strong background in industrial digitalization, excellent business acumen, and a proven ability to identify and capitalize on opportunities for digital transformation in complex industrial environments.

Key Responsibilities

Business Development & Sales Execution

• Identify and qualify sales opportunities for digital solutions in plant engineering, digital production operations, and capital project execution within oil & gas companies.
• Develop and execute a strategic sales plan to penetrate target accounts and achieve revenue goals.
• Build and maintain strong relationships with key decision-makers, including plant managers, digital transformation leads, engineering heads, and operations managers.
• Conduct in-depth client research to understand pain points, digital maturity levels, and technology adoption trends in target accounts.
• Develop customized value propositions that align with client needs and demonstrate ROI-driven business cases.
• Lead the end-to-end sales cycle, from lead generation to contract closure, ensuring seamless deal execution.

Solution Selling & Consultative Approach

• Engage clients in strategic discussions around digitalization in engineering, asset lifecycle management, production operations, and capital projects.
• Map out client workflows and identify inefficiencies that can be improved using digital technologies such as P&ID management, digital twins, industrial IoT, AI-driven predictive analytics, and cloud-based collaboration platforms.
• Collaborate with internal solution architects, technical experts, and product teams to design tailored digital transformation roadmaps for clients.

Market Intelligence & Opportunity Hunting

• Stay ahead of industry trends, competitor activities, and evolving client needs in the oil & gas sector.
• Identify emerging opportunities in areas like digital twins, AI/ML in operations, industrial automation, and cloud-based plant management.
• Actively seek out hidden opportunities in brownfield and greenfield projects by networking and engaging with industry stakeholders.
• Work closely with partners, system integrators, and technology providers to create joint go-to-market strategies.

Collaboration & Stakeholder Engagement

• Coordinate with client account teams, industry practitioners, solution architects, delivery teams and functional experts to ensure seamless project execution and client satisfaction.
• Develop strong relationships with existing clients to drive upselling and cross-selling opportunities.
• Provide market feedback to product teams to help refine solutions and stay competitive.

Key Qualifications & Experience

• 10 - 15 years of sales experience in selling digital solutions for industrial sectors, preferably oil & gas, petrochemicals, or energy.
• Deep understanding of digital transformation trends in industrial settings, such as plant engineering, production operations, and asset lifecycle management.
• Experience in selling solutions related to P&ID management, digital twins, predictive maintenance, industrial IoT, cloud-based engineering platforms, or AI-driven operational analytics.
• Proven track record of hunting and closing large enterprise deals, with expertise in consultative selling.
• Strong network and experience engaging with senior stakeholders in engineering, operations, and IT departments within oil & gas companies.
• Knowledge of capital projects, EPC workflows, and engineering data management is a strong plus.
• Ability to navigate long sales cycles and drive digital adoption in traditionally conservative industries.
• Strong communication, negotiation, and presentation skills.

Preferred Certifications & Skills

• Familiarity with leading industrial software platforms such as AVEVA, Hexagon, Siemens, Bentley, or AspenTech is a plus.
• Understanding of IIoT architectures, cloud computing (AWS/Azure), and AI-driven analytics.
• Experience in working with system integrators, EPC firms, and industrial automation vendors.