Sales Manager, Integrity and Risk

DNV • Mechanicsburg, PA

15d • Hybrid

About The Position

Help Shape the Future of Pipeline Integrity and Risk Management. Pipeline operators face increasing pressure to improve safety, reliability, regulatory compliance, and operational performance. At DNV, we help customers meet those challenges through industry-leading software, analytics, and expert services that support critical decision-making across the pipeline lifecycle. As we continue to invest in the growth of our Integrity & Risk business, we are looking for a Sales Manager, Integrity and Risk to help expand our presence across North America. This is a hunting-focused role for someone who enjoys opening doors, building relationships, and helping customers solve complex business challenges. You will work closely with pipeline operators, industry partners, technical experts, and customer success teams to identify opportunities and deliver solutions that create measurable value.

Requirements

• Experience selling software, technology, or technical solutions within the pipeline, energy, or industrial sectors.
• Understanding of pipeline operations, integrity management, risk management, or related business processes.
• Proven ability to develop new business opportunities and exceed sales targets.
• Strong communication and relationship-building skills.
• Ability to engage both technical and business stakeholders.
• Experience managing complex sales opportunities with multiple decision makers.
• Bachelor's degree in related discipline or equivalent professional experience of 10+ years of account management experience, preferably in the natural gas/liquids transmission market.
• Proven track record in technical sales consistently meeting or exceeding increasing sales goals.
• Solid technical operations familiarity with the natural gas/liquids transmission markets and a good overall understanding of the industry trends and relevant competition.
• Medium to advanced understanding of pipeline integrity and risk as it relates to natural gas/liquids pipelines.
• Familiarity with the regulations facing pipeline operators.
• Demonstrated account management ability including stakeholder mapping.
• Demonstrated creativity and innovation in cross functional selling with ability to present oneself in a professional manner.
• Effective communication, particularly listening skills with both colleagues as well as customers, ability to see the bigger picture.
• The ability to efficiently and effectively communicate complex solutions to the various stakeholders of an organization; C-Level, IT, Dept Manager and Engineer persona’s.
• Excellent interpersonal skills to create and maintain profitable relationships with existing and potential customers.
• Thorough understanding and execution of negotiating and closing in a win-win long term focused environment.
• Willingness to travel within the region and internationally.
• Proven ability to develop a sales funnel in new market segments.
• Excellent verbal and written communication skills.
• We conduct pre-employment drug and background screening.

Nice To Haves

• Specific experience with DNV’s Digital Solutions Software.
• Ability to demonstrate the Pipeline Product Line suite of products.
• Experience selling Software as a Service (SaaS).
• Demonstrated success selling Enterprise Software Solutions at the senior level.
• Proactive and enthusiastic.
• Persuasive and assertive.
• Collaborative.
• Sold Integrity and Risk domain and solution competence.

Responsibilities

• Identify, develop, and close new business opportunities within the gas and liquids pipeline market.
• Build relationships with pipeline operators and key stakeholders across engineering, operations, integrity, risk, and executive leadership teams.
• Lead customers through the entire sales process, from initial engagement through contract negotiation and close.
• Collaborate with marketing, pre-sales, delivery, and customer success teams to ensure exceptional customer outcomes.
• Represent DNV at industry conferences, customer meetings, and networking events.
• Maintain an accurate sales pipeline and forecast using Salesforce.
• Share market intelligence and customer feedback to help shape future product and service development.
• Promote and sell the company’s existing software and delivery services by identifying and managing opportunities in targeted Liquid/Gas transmission pipeline market and geography.
• Successfully and professionally manage the entire sales process in accordance with company systems and policies.

Benefits

• Generous paid time off (vacation, sick days, company holidays, personal days)
• Multiple Medical and Dental benefit plans to choose from, Vision benefits
• Spending accounts – FSA, Dependent Care, Commuter Benefits, company-seeded HSA
• Employer-paid, therapist-led, virtual care services through Talkspace
• 401(k) with company match
• Company provided life insurance, short-term, and long-term disability benefits
• Education reimbursement program
• Flexible work schedule with hybrid opportunities
• Charitable Matched Giving and Volunteer Rewards through our Impact Program
• Volunteer time off (VTO) paid by the company
• Career advancement opportunities
• Benefits vary based on position, tenure, location, and employee election

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree