Blake Matthews, Senior Account Director, Solaris Energy Infrastructure is a graduate of the Energy Workforce Executive Leadership Program. He recently shared his insights on the energy services and technology sector.
Energy Workforce: What is your role with the company? What are your core responsibilities? What does a typical day look like?
BM: I have spent the last 7 years on the commercial team in Houston and just recently made the move up to Fort Worth to provide some additional support in DFW, ETX & Oklahoma. As a Senior Account Director, my core responsibility is growing market share to help drive the bottom line. I’m fortunate to work for a company that continually innovates, so there is always something interesting to communicate with both existing and potential clients. Building a genuine relationship with individuals and companies doesn’t happen overnight, but once established, it’s the foundation of an open and transparent long-working partnership. On the BD & commercial side of things, it’s not uncommon for a “no” yesterday to become a “yes” tomorrow. The beauty of being in sales in the Oilfield is that each day truly is unique, presenting new challenges & opportunities. Between prospecting, networking and customer engagements, the day is anything but “typical”!
EW: Why did you join the energy industry? Was there an individual who influenced your decision? Was there an event or piece of technology that got you excited?
BM: Right out of college, I followed my father and brother’s footsteps in commercial real estate on the tenant representation side. The industrial real estate market in 2008 was not great, but it was fascinating to represent companies that manufactured or distributed many of the products we use every day. My best friend in the real estate business and cold call partner called me up one day and shared how much opportunity the oil and gas industry offered. It didn’t take long for me to see how his hard work and relentless drive successfully transitioned over into the industry, and I was eager to follow suit.
Someone I really respected in the industry told me that Baker Hughes had a six-month Sales Academy program that took seasoned sales individuals outside of Oil and gas and immersed them in all facets of the oilfield, such as production, drilling, and completions. After countless interviews, I secured a spot, which provided unlimited resources and the training to help propel me throughout my career.
EW: What individual has been most instrumental in helping with your career? What did their mentorship look like and how did it guide your path?
BM: Without question, there have been a host of people who have been influential throughout my career. One specific individual I owe a lot of gratitude to is a friend/mentor who has been a sounding board from the very beginning. This individual has always been willing to go the extra mile by making an introduction when asked, providing his perspective and helping open doors when needed. The path for every one of us has already been paved, and it’s been amazing to see the people who are put in your life to prepare you for the journey. I’m thankful for the mistakes I’ve made, and the lessons learned that enabled growth personally and professionally.
EW: What has surprised you most about the industry?
BM: The resiliency of the industry to adapt.
EW: Where do you hope to see the industry develop over the next five years?
BM: I think there is a lot of room for innovation on the Power side of things, whether it be Natural gas Turbines, reciprocating generators (diesel or NG), or the implementation of Grid/microgrid power. Technology and innovations are developing to help optimize the quality, reliability and redundancy of power at the well site.
EW: How has your involvement in Energy Workforce supported your career goals?
BM: EWTC has provided a great network of like-minded people in the oilfield. The resources they provide via training, events, mentors, and life coaches have given me a fresh perspective and a support platform to grow upon throughout my career.
EW: Who are one or two individuals you’ve met while working in the industry who have impacted your thinking?
BM: A colleague once told me, the grass is not always greener on the other side. Be entrepreneurial in your approach, take ownership of what you can control, always keep multiple irons in the fire, and strive to be nothing short of a trusted advisor no matter what you sell.
EW: What advice would you give someone just getting started in the energy industry?
BM: As large as the Oil & Gas business may seem, it’s tiny. Be true to your character, be politely persistent, work hard, be responsive, be honest, and listen! We all find ourselves guilty of wanting to talk too much, but telling isn’t selling, and it’s amazing what we can sometimes learn if we sit back and listen. Having a solid network amongst your peers within the industry is invaluable. Most importantly, work alongside people you can trust.
EW: What do you wish other people knew about oil and gas?
BM: How environmentally safe extracting O&G is, and the continuous capital & effort being poured into the industry daily to make it safer.
EW: What do you do for fun or what’s your idea of a perfect vacation?
BM: I am an outdoor enthusiast. I love chasing bull elk in September, hunting whitetail in the fall, shooting dove with a great group of friends, and duck hunting with the dogs. Give me a cold front, a campfire, some music, a ribeye steak, a sunset, and a college football game to watch, and that’s just about as good as it gets.
EW: What’s a fun fact people would never guess about you?
BM: I had 5 seconds of Fame in Friday Night Lights.
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