The Account Manager – Oil & Gas is a strategic client-facing sales role within GBM Abu Dhabi, responsible for managing and growing a portfolio of key accounts in the Oil & Gas sector. Reporting to the Sales Manager or Sector Leader for Energy & Utilities, the role demands a commercially astute professional with a deep understanding of the Oil & Gas industry's value chain and its digital transformation agenda.
The Account Manager will work with minimal direction to identify new opportunities, build trusted relationships with IT and operational technology (OT) executives, and position GBM's full portfolio — spanning Hybrid Cloud, Data & AI, Cybersecurity (GBM Shield), Digital Infrastructure, and Managed Services — as the right technology foundation for Oil & Gas clients. The role is ultimately accountable for GBM's revenue performance and customer satisfaction within the assigned Oil & Gas account set in Abu Dhabi.
The Account Manager – Oil & Gas is accountable for the full commercial lifecycle within the assigned Oil & Gas account portfolio, from strategic account planning through to revenue realisation and customer satisfaction. Responsibilities include, but are not limited to:
- Meet and exceed all targets for revenue attainment, account growth, and customer satisfaction within the assigned Oil & Gas portfolio.
- Develop and execute a strategic account plan for each key client, identifying short- and long-term growth opportunities aligned with the client's digital transformation roadmap and GBM's business objectives.
- Build and maintain trusted, multi-level relationships with key stakeholders across the assigned accounts, including C-level executives, IT leadership, Operational Technology (OT) managers, and procurement teams.
- Lead the full business development lifecycle: identifying customer needs, qualifying opportunities, working with the pre-sales and SME teams to develop compelling solution proposals, and driving the procurement process to closure.
- Develop a deep understanding of each client's operational environment — upstream, midstream, and downstream — to identify where GBM's technology solutions can deliver measurable business value and operational efficiency.
- Position GBM's portfolio — including Hybrid Cloud, Data & AI, OT/ICS Cybersecurity, Digital Infrastructure, and Managed Services — as the right fit for the specific challenges and priorities of Oil & Gas clients.
- Work closely and effectively with GBM's pre-sales SME team to articulate client business needs and co-develop technically sound and commercially viable solution proposals.
- Maintain an accurate and up-to-date sales pipeline; provide timely and reliable forecasting and business visibility to sales management using CRM tools.
- Establish and maintain strong customer references within the Oil & Gas sector to serve as proof points and support new business development efforts.
- Represent GBM at relevant industry events, forums, and partner engagements within the Oil & Gas community to enhance brand visibility and generate new business opportunities.
- Ensure all sales activities, tools, and information systems are utilised correctly and that relevant data is captured and reported in line with GBM's governance standards.
- Bachelor's degree in Business Administration, Marketing, Engineering, or a related field; an MBA is a strong advantage.
- Minimum of 5–7 years of proven experience in strategic account management or enterprise B2B sales, with a demonstrated track record of selling complex IT or digital solutions specifically into the Oil & Gas sector.
- Consistent and proven track record of meeting or exceeding sales targets within major Oil & Gas accounts.
- Strong knowledge of the Oil & Gas industry's value chain (upstream, midstream, downstream) and its key digital transformation priorities, including cloud adoption, data analytics, OT/ICS cybersecurity, and predictive asset management.
- Experience managing major Oil & Gas accounts in the UAE, with a strong preference for established relationships within Abu Dhabi's energy sector.
- Familiarity with the procurement and tendering processes of…
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