Technical Pre-Sales Manager - Ocean Structure Design Software - Europe, Middle East and Africa (EMEA)

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Job Description

Product Line Renewables & Ocean Structures builds and distributes engineering software. Our mission is to "empower the world's professionals to accelerate the energy transition, and sustainable use of the ocean", and we aim "to be the most trusted engineering and digitalization partner, bringing value through our customer experience focus". Our portfolio of software products includes a combination of successful industry favorites like Sesam, Bladed, and Nauticus Machinery, with new products, WindFarmer and SolarFarmer.

Our Product Line is part of the DNV - Digital Solutions business area, built up of cross functional teams within a collaborative organization structure. The Renewables & Ocean Structures Product Line includes a product centre where software is developed, a product management team, an end-user support team, sales regions and a marketing and communications team.

The Technical Pre-Sales Manager will have focus on DNV's client facing technical engagement when identifying leads, proactive participation as required during the sales process and customer's software implementation within the EMEA market, reinforcing an established regionally based sales team.

An engineering background in offshore structures, either in Offshore Wind Turbine (OWT) and/or Oil & Gas (O&G) will be essential for this role; however, an appreciation of the commercial aspects of the sales process is also vital and therefore being able to present product value from a technical standpoint.

This team member will lead by example and build strong relationships, with their client peers and internally with the wider regional commercial team, along with global functions, and have a natural ability to engage clients at all levels of their organization is a must.

This position is an excellent opportunity to develop technical and associated commercial skills, with an anticipation that this would lead to a strong career progression within DNV.

This role will report to the Head of Sales, EMEA and Americas.

What you will do:

• Integrated within the sales team, working in close collaboration and in parallel to the Regional Sales Managers, leading the technical aspects of client discussions for our Sesam and Bladed products for both new and existing clients
• Coordinate and collaborate with colleagues in the Support Team, Product Line and Product Centre where necessary
• Lead product presentation, software demonstrations and workshops with clients
• Define the scope of products to be offered based on client requirements, contribute to the development of proposal documents and look to answer / coordinate the collation of more in-depth responses to client technical queries
• Contribute to the development of the technical aspects of the sales strategies
• Work towards joint KPI's held with the associated Regional Sales Manager
• Provide technical voice of the customer feedback and insights to the Product Managers and Product Marketing teams to ensure continuous improvement in our offerings
• Ensure the customer has successful product implementation and the associated value creation by ensuring optimal utilization of the software's capabilities before handing over to our support team
• Hold scheduled technical check-ins with our clients with the aim to ensure customer value and identify potential up sales opportunities
• Create and present product papers / sit on technical panels at conferences
• Increase the exposure and market knowledge of DNV Digital Solutions products from the Renewable and Ocean Structures product portfolio, especially in the offshore wind and oil and gas domains
• Develop long standing, resilient client relationships which lead to a win-win scenario for both them and DNV
• Be an integral part of the wider EMEA Region commercial team
• Be the go-to person for Regional Sales Managers for technical questions

Responsibilities

There are plenty of opportunities for personal growth through our 70-20-10 philosophy (70% learning on the job, 20% coaching, and 10% training) and an individual career development plan.

Our working culture is based on respect for one another and the appreciation of work-life balance.

• A competitive salary and benefits package
• A stimulating and diverse work environment with opportunities for professional growth and development - learn from highly skilled colleagues and customers
• A supportive and friendly team of experts and innovators
• A chance to make a positive impact on the world by advancing the sustainability of the marine, offshore oil and gas and wind sectors
• Social benefits as per DNV location (local conditions apply).

DNV is an Equal Opportunity Employer and gives consideration for employment to qualified applicants without regard to gender, religion, race, national or ethnic origin, cultural background, social group, disability, sexual orientation, gender identity, marital status, age or political opinion. Diversity is fundamental to our culture and we invite you to be part of this diversity.

Qualifications

What you will bring to the role:

• A degree in Marine Engineering or Naval Architecture (or similar), with associated experience; these being prerequisites
• Hands-on experience with the DNV software tools (Sesam or Bladed) or a competitor's similar tools
• Strong technical knowledge and skills in at least one area of structural mechanics, offshore engineering hydrodynamics or wind turbine design
• Have experience in structural design and / or Transport & Installation of turbines or foundations for OWT/O&G
• A track record in a similar pre-sales position with quantifiable achievements
• A customer-oriented and collaborative mindset, where customer value is the key driver
• Excellent communication and presentation skills, both verbal and written, able to communicate to a small client group or present a paper at a conference
• Have a commercial mindset or a strong eagerness to learn
• A willingness to travel to meet clients and attend events
• Proactively build and maintain strong relationships, both externally and internally.
• Courage to make qualified independent decisions
• Strong written and verbal English communication skills
• Flexibility - this role will require a proactive approach with the ability to prioritize tasks to ensure the best possible customer experience is provided whilst contracts are closed in a proactive timely manner

What is Preferred:

• Have worked in a multi-cultural / multinational fast paced environment
• Demonstrable history of working remotely with associated reporting line.
• Experience of Salesforce or other CRM application
• Driving license

About Us

About Digital Solutions

We provide engineering software tools and enterprise solutions for managing risk to improve safety and performance across industries, including the maritime, energy, and healthcare sectors. Research, development, implementations and partnerships with our customers have earned us the position as a trusted third-party vendor of software and services. We are accelerating the pace of transition toward the digitalization of systems and software-as-a-service (SaaS) solutions to give customers the efficiency and flexibility of the cloud, including the power and insights from advanced analytics.