Sr Sales Account Manager

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community.

The Role

The Sr Sales Account Manager is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This is a customer facing role that requires self-motivated individuals with excellent business, industry and sales knowledge. The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients.

Your Impact

• Responsible for account and relationship development and management of assigned customer accounts.
• Work with cross-functional teams to formulate client strategies, manage clients and bring to closure strategic client opportunities.
• Articulate solution business value to customers and lead solution development efforts that best address customer needs whilst coordinating the involvement of all necessary company personnel including support, service and management resources to meet account performance objectives and customers' expectations.
• Demonstrate understanding of the customer's business priorities and initiatives. Discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
• Have complete understanding of current usage of AspenTech software applications, white space and competitive software usage within the Account.
• Responsible with assigned strategic account plan, opportunity winning plan, competitive displacement plan and pipeline development plan.
• Respond to RFPs, bid preparation, follow-up, negotiation and closing of sales.
• Provide sales and executive management with account updates, sales forecasts, etc.
• Achieve aggressive sales quota.
• Accurately forecast deals for current and future business.
  
  

What You'll Need

• Bachelor’s degree in Engineering.
• Requred 5 to 8 years of software sales experience or industry experience in a consultative selling role.
• Strategic sales thinker – the candidate must be able to see how existing customer solutions can be repeated and leveraged within an industry sector.
• Familiarity with process modeling software products and services, advance process control / real time optimization, manufacturing execution systems and planning and scheduling solutions preferred.
• Knowledge of asset management and maintenance business processes.
• Demonstrated track record in solution sales with multi-year achievement against personal quota.
• Demonstrated track record in account management of key accounts
• Ability to actively prospect new business relationships within existing accounts.
• Excellent written and oral communication skills.
• Self-discipline and motivation with the ability to set goals that exceed the expectations of the company or manager.
• Travel is expected ~60-70% of time