Global Sales Executive - MVP Systems

When asked, AMLers cite five main reasons as to why they chose our team: culture, colleagues, growth trajectory, transparency and flexibility. Learn more about what sets AML apart here. Over the past 10 years, AML Oceanographic has grown by 17% per year, compounded annually. How? Most importantly, we’ve built a team that provides outstanding service and truly cares about our customers. AML has a market reputation for two things:

  • Going to the ends of the earth to make our customers successful, and
  • Bringing fresh ideas to an established market

What is the mission of this role?

MVP on every vessel

Where is this role located?

No specific requirement

What are the responsibilities of this role?

  • Win rate
    • Benchmarks, tracks, and improves AML win rate on MVP deals
  • Funnel progress
    • Moves known MVP deals systematically through the sales funnel
  • Closes deals
    • Achieves quarterly and annual MVP sales targets, expressed in item gross profit
  • Channel training
    • Increases the number of channel partners who are certified to sell MVP using solutions selling
  • Prospects for deals
    • Generates new non-marketing RFIs for MVP systems via networking and install base
  • Margin management
    • Maintains MVP item gross margin and MVP estimated net margins

What are the skills needed for this role?

  • Reads the deal
    • Realistic read of the deal; Able to distinguish fact from belief from hope; Adept at interpreting stakeholder communication; Able to assess information source and quality for its impact on the deal; Hopes for the best but plans and prepares for the worst
  • Solution selling expertise 
    • Expert at multi-party solution selling with $1M (or more) deal size; Proven ability to increase sales team's close rate on large deals; Successful teaching of and implementation of frameworks and methodologies to maximize success at C-level
  • Relationship builder 
    • Is able to build strong relationships with stakeholders (customers, partners, suppliers); Strong interpersonal and verbal communication skills; Ability to successfully balance conflicting interests; Listener and question asker; Has emotional intelligence and is able to read the tea leaves, is sensitive and attuned to nuance, is empathetic, etc.
  • Application knowledge
    • Strong working knowledge of end-user applications, including technical details; Knowledge of hydrography, physical oceanography, oceanographic science, and subsea / offshore construction
  • Product knowledge
    • AML LARS and MVP product knowledge, both features and benefits; Sufficient technical detail to create credibility in the sales process; Understanding of competitor products, both features and benefits
  • Analytical Thinker
    • Can synthesize information, quickly; Able to assess root cause, symptom and effect; Able to forecast future state and extrapolate current actions; Able to build a plan to change future expected outcome
  • Organizational skills
    • Detail-oriented; Ability to manage multiple, competing priorities; Time management skills; Problem solver who is calm under pressure
  • English language communication skills
    • Strong written and verbal communication skills; Ability to adjust and tailor language; Explains concepts clearly and concisely; Able to break down and communicate complex ideas in manageable pieces; Presents to impress; Able to instill confidence in stakeholders (customers, partners, suppliers)

Qualified candidates must have experience within the oceanographic or hydrographic market preferably in a sales role of similar or related equipment. A formal education in Oceanography, Hydrography, Environmental Science, or Engineering is also an advantage.

How do we measure success in this role?

MVP deal points: One point awarded for each incremental milestone completed in the sales process

How to apply for this role?

To apply, please submit your application package via email to hr@AMLoceanographic.com. In addition to your resume and cover letter, please clearly identify the personal values that you use to guide your decisions, and explain why these specific values are so important to you. Finally, please clearly indicate your compensation expectations. This position is open until filled.