Kongsberg Digital (KDI) provides software and SaaS offerings for real-time data aggregation, data analytics, visualization solutions, and data storage available as on-premise or cloud-based services.

I was promoted to manage four Account Managers and three Sales Representatives for North America, responsible for designing sales strategy, coaching teams, setting KPIs, monitoring performance, and presenting to leadership on results. Highlights in this role included development of a new pricing model for key accounts, driving my team to outperform on quota in serving 120 US accounts at ~20% YoY new account growth, 54% YoY revenue growth in 2018, and building quarterly revenue forecasts with ~95% accuracy.

As Global Account Manager I managed and served as point of contact for 20+ global accounts with project values ranging from $200K to $50MM+, responsible for contract negotiation, closing agreements, and ensuring delivery. I also developed sales plans and tracked key account metrics to develop forecasts and reports in SAP.

I transitioned to focus on sales to support and partner with sales execs on solution selling to plan, prepare, and execute on strategic deals in complex sales cycles ranging from six months for international accounts to one month for domestic accounts. This included cold calling, referrals, and researching public records to identify recent permits.I managed technical aspects of RFP / RFI responses, delivered demos, relayed client feedback to R&D teams as voice of the customer for future product enhancements. I also conducted financial and cost analysis to create 100+ page bid packages, negotiated price and service details, and developed revenue forecasts in SAP. During this time I contributed to contract wins in United States, Asia, Africa, and Europe.

This role included preparing and implementing new technology for prototype applications (development of specific formulations, testing procedures, etc.), building technical presentations used by sales teams, and serving as client point of contact from planning stages through execution as the on-location drilling leader.

As a scientist I created lab formulations and conducted matrix testing of drilling fluid systems to meet customer needs. Additional responsibilities included troubleshooting issues with field drilling systems and creating solutions for field implementation based on lab findings.

In this role I conducted all courses for the Baroid product service line including training on technical skills, soft skills, and management. I also developed new testing documents and procedures implemented globally, and co-developed an Integrated Fluid Technology e-course.