AspenTech
Energy
SalesAccountExecutive
Neural analysis suggests this role is
optimal for Senior candidates.
“Sales Account Executive at AspenTech. Skills: Sales Account Executive, Revenue growth, Software solutions sales, Professional services sales, Customer relationship management, Account management, Pipeline management, Negotiation, Financial analysis. Generating revenue growth through the sale of AspenTech software solutions and professional services.. Managing assigned accounts and opportunities maximizing revenue growth and deepening customer relationships.”
What You'll Achieve.
Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.; Maximize revenue growth.; Deepen relationships with customers.; Achieve expected performance metrics (customer meetings per week, customer facing time, BPRs per quarter, pipeline quantity and velocity, etc.).
Industry & Context.
May require 50%+ travel per calendar year, including overnight travel.
What They're Looking For.
Must Have
A minimum of 8 years demonstrated success in direct sales of software solutions., Clear track record of closing large and complex sales opportunities in an efficient and effective manner., Demonstrated ability to effectively communicate customer benefits through financial analysis., Demonstrated success at establishing and cultivating "C" level consultative relationships., Excellent written and oral communication skills., business acumen., Self-discipline and motivation to produce results., Specific industry knowledge and experience, Personal computer literacy including, Excel, Powerpoint and CRM tools
Nice to Have
A University degree (Bachelor’s or equivalent) is preferred., Chemical Engineering or relevant technical degree a plus.
What You'll Do.
Generating revenue growth through the sale of AspenTech software solutions and professional services.
Managing assigned accounts and opportunities maximizing revenue growth and deepening customer relationships.
Achieving assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts.
Effectively managing customer relations through Quarterly Customer Business Reviews and regular customer visits.
Articulating solution business value to customers.
Coordinating AspenTech functional groups to develop and present customer financial benefit assessments.
Gathering market information from multiple sources
to analyze competition and consumer/market trends.
Works cross-functionally to optimize results.
Demonstrating understanding of the customer's business priorities and initiatives.
Ability to discuss relevant trends and priorities integrating industry knowledge and solution knowledge.
Positioning AspenTech capabilities in customer terms with passion and enthusiasm.
Effectively negotiating consistent with AspenTech’s overall strategy and business interests.
Exhibiting knowledge of industry value chains
and investment drivers.
Demonstrating effective selling and presentation techniques to influence the customer.
Developing and maintaining a clear and well-articulated account strategy and plan including white-space analysis and awareness plans.
Performing periodic review of opportunity plans with extended team.
Overall ownership of the Deal Model process for assigned clients.
Responsibility for proposals
contracts and pricing approval for licenses and professional services.
Managing day-to-day sales process
coordinating account meetings
and effectively using Business Consulting (Pre-Sales Engineering) and Sales Support resources.
Understanding of and execution against expected performance metrics
customer meetings per week
pipeline quantity and velocity
Timely and accurate input of required data into the CRM and time management systems.
Accurate and timely completion of all reports and forecasts.
How You'll Work.
Team & Collaboration
Coordinates account resources with representatives from marketing, pre-sales engineering, and development.; Works cross-functionally to optimize results.; Perform periodic review of opportunity plans with extended team.; Manage day-to-day sales process, coordinate account meetings, and effectively use Business Consulting (Pre-Sales Engineering) and Sales Support resources.
Communication Scope
Excellent written and oral communication skills; Effective selling and presentation techniques
Process & Methodology
Account strategy and plan development, Opportunity plan review, Deal Model process ownership, Proposal and contract management
Full 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 Role** The Sales Account Executive role is directly responsible for generating revenue growth through the sale of AspenTech software solutions and professional services. This a customer facing role that requires self- motivated individuals with excellent business, industry, and sales knowledge. The Sales Account Executive will use consultative skills to position AspenTech software and services solutions with our customers and to renew and grow our business. The Sales Account Executive will manage assigned accounts and opportunities maximizing revenue growth and deepening our relationships with customers. Coordinates account resources with representatives from marketing, pre-sales engineering, and development. ## **Your Impact** _**Responsibilities:**_ * **Selling:** * Achieve assigned quarterly/annual sales quota and ideal pipeline for licenses and services in assigned accounts. * Effectively manage customer relations through Quarterly Customer Business Reviews and regular customer visits. * Articulate solution business value to customers. Coordinate AspenTech functional groups to develop and present customer financial benefit assessments. * Gather market information from multiple sources, to analyze competition and consumer/market trends. * Works cross-functionally to optimize results. * Demonstrate understanding of the customer's business priorities and initiatives. Ability to discuss relevant trends and priorities integrating industry knowledge and solu
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