Job Description

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 RoleThe Senior Sales Account Manager is responsible for developing and maintaining business within Energy industry assigned customer accounts, including consultative upselling of solutions and services. As an individual contributor, you will lead cross-functional teams to formulate client strategies, manage client solutions, and close on strategic client opportunities.

The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients by positioning AspenTech's comprehensive software portfolio and implementation services of world leading Engineering, Manufacturing & Supply Chain Management, and Asset Performance Management solutions.

Your Impact

Responsible for account and relationship development and management, at all levels of the customer organization.

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 in order to meet account performance objectives and customers' expectations.

Demonstrate thorough 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.

Ability to challenge customers' current way of doing business to drive results.

Responsible for administration of overall strategic account plan, opportunity management, competitive displacement targeting, and pipeline development within CRM tool.

Respond to RFPs, Bid preparation, follow-up, negotiation and closing of sales.

Provide sales and executive management with account updates, sales forecasts, etc.

Accurately forecast deals for current and future business.

Achieve aggressive sales quota.

What You'll Need

Minimum of 8 - 10 years 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.

Demonstrated track record in solution sales with multi-year achievement against personal quota.

Ability to actively prospect new business relationships within existing accounts.

Proficient at establishing and cultivating "C" level consultative relationships.

Significant experience leading multimillion dollar sales campaigns.

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 50% of time

Additional consideration for candidates with:

Bachelor degree in Chemical, Industrial, Production, or Petroleum engineering.

Experience selling to customers in the Energy/Petroleum/Engineering industry.

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.

Knowledge of Chemical production and supply chain business processes.

Process industry knowledge.

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