Principal Solutions Consultant

4 weeks ago

Remote, Oregon, United States Insight M Full time

Insight M is a holistic methane solutions partner for the oil and gas industry with product offerings that move far beyond those typically found in leak detection and repair. Our solutions are leveraged to increase profits, successfully navigate the new regulatory landscape, and improve efficiency, enabling our clients to stand out amongst other operators as leaders in methane emissions reduction. Our technology is designed to cover vast areas and pinpoint super-emitter leaks, allowing us to produce massive results for the environment. Indeed, Insight M may have already had a more positive climate impact than any other company in human history. In 2022 alone, the methane we prevented from being released into the atmosphere is the equivalent of having taken 15 million cars off the road, and that number is nearly 2x in 2024.

Insight M is seeking a highly strategic operations professional who appreciates the power of a consultative sales approach and enjoys working closely with the account manager who owns the full sales cycle, from generating leads to closing deals. We are looking for a Principal Solutions Consultant driven by the opportunity to make a critical and outsized mark on our business, customers, and the planet. The Principal Solutions Consultant will report directly to the VP of Methane Results and will work closely with our CEO, who has deep expertise in building commercial momentum for cleantech startups.

While this position carries no quota and does not lead or "own" accounts, you will play a critical role in supporting our team in both attracting new customers to Insight M and helping current customers optimize their methane results. You are expected to be highly fluent in how O&G operators can mitigate emissions and contribute to our company's knowledge about the power dynamics of our target customers. We expect you to help us secure a deeper understanding of how oil and gas companies run their methane programs, specifically inside the operations group. You must be capable of helping our sales team identify which operational executives exert high influence over the methane program decisions often made by another group, such as ESG. You will also consistently help customers and new prospects understand the implications of the new and rapidly moving methane transparency movement and how their operational decisions impact the scrutiny their company will face around emissions.

Specific Functions and Objectives include:

Market Expertise

  • Leverage your oil & gas background to understand methane challenges operators are facing and use your analytical skills to help Insight M identify where we should consider expanding our offering
  • Leverage our internal research team to enhance your understanding of market trends and the competitive forces affecting each target customer
  • Develop a deep understanding of our target market segments and articulate how we should design solutions that efficiently meet the goals of various target customers

Value Proposition and Strategic Messaging

  • Convey targeted value propositions and solutions to demonstrate, particularly to the operations team (other groups will be managed by sales executives) how Insight M is very different from "one size fits all" competitor offerings. Articulate why this highly differentiated approach produces outstanding outcomes and minimizes operations team resources
  • Leverage superior listening skills to develop a deep understanding of customer pain points, and how Insight M's key messaging can address those pain points. You will also need to have fluency in our sales tools, allowing you to help the sales lead guide our customers through holistic challenges that are tied to methane emissions
  • Proficiently respond to challenging customer questions and unwind inaccurate industry preconceptions around methane and how our approach impacts the operations team

Cross-Team Sales Support

  • Participate in the development and commercialization of new product solutions and the enabling technologies, with a deep understanding of the value our customers capture from our services
  • Develop and sustain close working relationships with other groups throughout Insight M (e.g., Field Operations, Customer Success, Analysis, and Reporting) to help ensure the company's resources are being used efficiently to achieve our growth and climate impact goals

Required

  • Deep experience with and knowledge of oil and gas operations in the upstream and/or midstream markets
  • Superior listening skills and the facility to build rapport quickly
  • Ability to thrive in a fast-paced startup environment
  • A culture enhancer with a team-focused mentality that welcomes collaboration in the design and execution of highly targeted strategies for improving methane performance

Desired

  • Technical experience with a preference for a field-level engineering background
  • High-level contacts throughout the O&G community
  • Successful background as part of a team selling to large O&G organizations

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