Sphera, the former Operational Excellence and Risk Management business of IHS Inc. (“Company”) is a leading global provider of enterprise software and services that enable companies to manage and optimize their environmental, health, safety and sustainability (“EHS&S”) processes. Amongst a wide variety of use cases, the software allows customers to standardize and automate processes such as incident reporting, to monitor emissions and ensure regulatory compliance and to track chemical inventory throughout a manufacturing cycle. The company was recently spun off by IHS and acquired by Genstar Capital, essentially positioning it as a $100MM start up.

Strategic Account Manager 
  
The Strategic Account Manager will maximize profitable company sales revenue by identifying, qualifying, negotiating, and closing new Operational Excellence and Risk Management business with new and existing clients. This position is primarily selling Sphera’s software solutions. This role will be the personification of Sphera in all matters within and outside the company with an unflagging commitment to customer satisfaction, delight, trust, and loyalty.

General Job Duties: 
 

The Strategic Account Manager within Sphera’s team will sell to Enterprise accounts, with an 80:20 new business/existing account basis. Duties include the following: Executing against yearly sales goals, qualifying and disqualifying new business opportunities, identifying customer pain, delivering executive Sphera point of view dialogue, create and maintain strategic account plans, maintain accurate forecast, deliver solution presentations to key customers, develop enterprise software license proposals, negotiate enterprise software contracts, proactively manage key customers, learn customer decision process, create close plans for forecasted business, close business in a timely manner , and fully comprehend the IHS unique value proposition.

Specific Job Duties: 
 

The Strategic Account Manager will own a specific set of named accounts within the Americas with Vertical expertise in one or more of the following verticals (Oil & Gas and Natural Resources, Chemicals, Life Sciences, or broad general market vertical expertise in Manufacturing, CPG, Power & Utility, technology) and will possess the following:

•  A minimum of 10 years of experience in selling Enterprise Software and Technology solutions to the Global 2000
•  Demonstrated success in closing large and complex sales; encourages and contributes to creative deal making; actively leverages role to close sales through appropriate sales channels and partners
• Experience should include negotiations and growth of client relationships, successful partnerships and / or joint ventures. Has implemented successful sales strategies in changing markets. Understands the product sales cycle and challenges, including the strategies of competitors, and leverages this knowledge to hone sales strategies
• Assigns the highest priority to customer satisfaction. Has personally closed major deals and is well known and respected by CXOs of client companies. Maintains effective interpersonal relationships with the key decision-makers in customer organizations. Enjoys interaction with customers and prospects and is a person that our sales people would welcome to participate in the sales process. Listens to customers
• Has experience in leading sales initiatives in diverse environments. Has developed and implemented 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
• Demonstrated success and experience with Enterprise Software and Technology solutions to the Global 2000. Solid experience in managing strategic sales efforts and significant demonstrable success in building value and growth in vertical target markets
• Accountability for driving revenue growth across Sphera's business lines to include identification of revenue drivers and metrics - monthly monitoring of revenue and sales by product and market - creating visibility with all market owners on revenue trends and actions to drive revenues to plan
• Demonstrated ability to work effectively in a team-oriented environment and ability to navigate and excel in a complex, heavily matrixed organizations
• Demonstrated relationship management skills are essential, including the ability to relate successfully to a variety of people externally and internally, and to form strong relationships with key decision makers
• Proficiency with MS applications required (Excel, Word and PowerPoint)
• Must be flexible with the ability to work effectively and collaboratively with all colleagues
• The Successful candidate will demonstrate a desire to function as an entrepreneur within Sphera, and will not rely on large staffs to support their efforts
• A well-regarded industry reputation for consultative sales success evidenced by a broad range of executive and client relationships

Required Experience:

10+ years selling Enterprise Software and Technology solutions to the Global 2000 

TRAVEL: 50% of the time

At Sphera, we are working together to help our customers keep their people safe, their products sustainable and their operations productive.  The best people don't want a job, they want to change the world and themselves.  The best want to challenge the status quo.  The best want to grow themselves and their careers.  Come check out what Sphera has to offer and how that matches up with your career goals.                                                                                                                           

Sphera is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, age, gender identity, sexual orientation, marital status, parental status, religion, sex, national origin, disability, veteran status and other legally protected characteristics.