Vertical Oil & Gas Account Manager (Automation) Digital Industries
Account Manager – Oil & Gas (O&G)
Digital Industries | Vertical Sales – Oil & Gas, México & Central América
Purpose
Accelerate profitable order intake, revenue growth and strategic market positioning in the Oil & Gas industry across Mexico and Central America. The Account Manager – O&G owns demand generation, account development, opportunity creation and deal closure for Siemens Digital Industries solutions within upstream, midstream and downstream operations.
The role focuses on identifying and developing opportunities related to process automation, electrification, industrial communications, digitalization, industrial software, cybersecurity, asset performance management and operational excellence initiatives throughout oil & gas production, transportation, storage, refining, gas processing, petrochemical and LNG facilities.
The position is expected to create measurable business impact during the first months by prioritizing strategic accounts, identifying quick-win opportunities, building a sustainable pipeline, influencing projects during early engineering and specification stages, and strengthening Siemens' position as a trusted digitalization and automation partner for the O&G industry.
Main Responsibilities
1. Market Development & Vertical Sales Strategy
Develop and maintain comprehensive market intelligence for the Oil & Gas industry across Mexico and Central America, including investment plans, regulatory changes, digitalization trends, sustainability initiatives, energy transition programs and competitive landscape.
Segment target customers by potential, strategic relevance, investment activity, accessibility and likelihood of conversion.
Build and execute a regional O&G growth strategy aligned with Siemens business objectives and portfolio priorities.
Identify new opportunities in brownfield modernization, greenfield projects, digital transformation initiatives, cybersecurity programs and operational efficiency improvements.
Influence project specifications early by engaging end users, operators, engineering firms, consultants and EPCs before technology selection is finalized.
Position Siemens as a strategic technology partner through industry associations, conferences, technical forums and executive engagement activities.
Drive demand generation programs including workshops, webinars, seminars, executive briefings, proof-of-concept initiatives and customer reference visits.
2. Strategic Account Planning & Customer Development
Develop and maintain account plans for strategic O&G customers, including key stakeholders, business drivers, competitive positioning, growth opportunities and account development roadmaps.
Build executive-level relationships with customer decision makers across Operations, Engineering, Maintenance, Information Technology, Cybersecurity, Procurement and Executive Management.
Identify expansion opportunities within existing accounts while systematically developing new strategic customers.
Promote cross-selling and upselling across the Siemens portfolio, leveraging installed base opportunities and digital transformation initiatives.
Utilize successful customer use cases, references and value propositions to accelerate adoption and reduce sales cycles.
Periodically review account performance and adjust sales strategies based on pipeline development, order intake and profitability objectives.
3. Consultative & Technical Solution Selling
Conduct consultative discovery sessions to understand customer operational challenges, production objectives, reliability goals, cybersecurity requirements and digitalization priorities.
Position integrated Siemens solutions including:
Automation & Process Control
DCS and PLC systems
SCADA and HMI platforms
Process instrumentation
Advanced process control solutions
Electrification & Energy Management
Low and medium voltage systems
Motor control centers
Drives and motion control
Power monitoring and energy management
Industrial Digitalization
Industrial software and digital twins
Industrial IoT solutions
Advanced analytics and AI-enabled applications
Asset Performance Management
Connectivity & Cybersecurity
Industrial networks and communications
OT cybersecurity solutions
Remote operations and monitoring
IT/OT convergence architectures
Develop business-focused value propositions supported by ROI, TCO, productivity, reliability, safety, sustainability and cybersecurity outcomes.
Deliver technical presentations, executive workshops, demonstrations and solution roadmaps tailored to different stakeholder groups.
Collaborate with technical, engineering and product specialists to ensure technical feasibility and competitive differentiation.
Effectively manage competitive positioning through industry expertise, references and measurable business value.
4. Opportunity, Pipeline & Forecast Management
Own opportunities from prospecting and qualification through proposal development, negotiation and successful closure.
Continuously generate new opportunities while advancing existing pipeline to maintain sufficient coverage of assigned targets.
Qualify opportunities based on strategic fit, budget availability, project schedule, stakeholder alignment and competitive positioning.
Maintain accurate CRM data, pipeline visibility and forecasting discipline.
Deliver reliable monthly forecast updates, opportunity reviews and win/loss analyses.
Coordinate internal resources to provide timely customer responses and improve sales cycle efficiency.
Balance revenue growth, margin protection, strategic value and risk management in opportunity prioritization.
5. Ecosystem Development: EPCs, OEMs & Strategic Partners
Develop strong relationships with EPCs, engineering firms, system integrators, OEMs, consultants and technology partners active within the O&G industry.
Establish Siemens technologies within project specifications, reference architectures and engineering standards.
Enable partners through technical training, joint value propositions and coordinated account planning.
Execute joint customer engagement activities including technical forums, industry events and innovation workshops.
Monitor partner-generated pipeline and identify opportunities to expand market coverage.
Support channel development strategies while maintaining clear roles and commercial alignment.
6. Business & Financial Management
Achieve assigned order intake, revenue, profitability and strategic growth targets for the O&G vertical.
Negotiate commercial and contractual terms in accordance with Siemens governance, compliance and approval processes.
Implement pricing strategies that balance competitiveness, risk and profitability.
Track market trends, competitive developments and emerging industry opportunities.
Identify risks related to project execution, commercial exposure and customer financial health, escalating as required.
Utilize sales analytics and business intelligence tools to improve forecasting accuracy and sales effectiveness.
7. Cross-Functional Collaboration & Compliance
Work collaboratively with Vertical Sales, Territory Sales, Business Units, Marketing, Service, Customer Care, Project Management and Digital Industries specialists.
Leverage global and regional Siemens expertise to develop differentiated customer solutions.
Share market intelligence, industry trends, customer insights and best practices across the organization.
Maintain complete and accurate customer, opportunity and forecast documentation in corporate systems.
Ensure compliance with Siemens Business Conduct Guidelines, export control regulations, competition law, cybersecurity requirements, data protection policies and HSE standards.
Contribute to the continuous improvement of the Vertical Sales model and customer engagement strategies.
Required Qualifications
Education
Bachelor's degree in Chemical Engineering, Petroleum Engineering, Electrical Engineering, Electronics Engineering, Mechatronics Engineering, Automation Engineering, Industrial Engineering or related technical discipline.
Master's degree in Business Administration, Energy Management or Industrial Automation is desirable.
Experience
Minimum 10 years of successful B2B sales experience within the Oil & Gas industry.
Proven track record developing strategic accounts and generating profitable growth in Mexico and Central America.
Experience selling complex automation, electrification, digitalization or industrial software solutions to O&G customers.
Demonstrated success managing large projects and long sales cycles involving multiple stakeholders.
Experience engaging with operators, EPCs, engineering firms, OEMs and system integrators.
Experience influencing project specifications during early engineering stages.
Strong background in contract negotiation, commercial strategy and opportunity management.
Proven use of CRM tools, account planning methodologies and forecasting processes.
Consistent achievement of sales targets and pipeline generation objectives.
Required Knowledge
Oil & Gas industry value chain including upstream, midstream and downstream operations.
Process automation, industrial networks, instrumentation and control systems.
Electrification, drives, motor control and energy management solutions.
Industrial cybersecurity and OT security concepts.
Industrial software, digital twins, AI, industrial IoT and advanced analytics.
Asset performance management and predictive maintenance strategies.
Regulatory and compliance frameworks applicable to the energy industry.
Value-based selling methodologies and consultative sales approaches.
CRM, commercial analytics and forecasting tools.
Professional English and Spanish, both written and spoken.
Preferred Competencies
Strategic account management.
Challenger and consultative selling.
Executive presence with C-level engagement capability.
Strong business and financial acumen.
Opportunity identification and pipeline building.
Complex negotiation and closing skills.
Ecosystem orchestration and partner management.
Data-driven decision making.
Cross-functional leadership and influence.
Entrepreneurial mindset and market development capability.
Resilience and adaptability in dynamic market conditions.
Availability for frequent travel within Mexico and Central America.
Certifications or postgraduate studies in Sales, Energy, Industrial Automation, Digitalization or Cybersecurity.
Diferenciadores que añadiría para Siemens Digital Industries
Para hacer este perfil más atractivo y alineado con la estrategia actual de Siemens, incorporaría explícitamente estos focos:
Industrial AI y Digital Twin
Industrial Cybersecurity (IEC 62443, NIST CSF)
Operational Excellence & Asset Performance
OT/IT Convergence
Energy Transition, Sustainability y Decarbonization
LNG, Gas Compression, Refining y Petrochemical Digitalization
Equal Employment Opportunity Statement
Siemens is an Equal Opportunity and Affirmative Action Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to their race, color, creed, religion, national origin, citizenship status, ancestry, sex, age, physical or mental disability, marital status, family responsibilities, pregnancy, genetic information, sexual orientation, gender expression, gender identity, transgender, sex stereotyping, protected veteran or military status, and other categories protected by federal, state or local law.