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 responsible for developing business within an assigned region and upselling consulting services directly to assigned customer accounts. You will work with cross-functional teams to formulate client strategies, manage clients and bring to closure strategic client opportunities.
The right candidate will be focused on maximizing and increasing the value delivered by AspenTech solutions to our clients by selling AspenTech complete software portfolio and implementation services for such products comprising of world leading Engineering, Manufacturing and Supply Chain Management solutions.
Your Impact
- Responsible for account and relationship development and management, at all levels in the customer organization.
- Articulates solution business value to customers and leads 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 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 overall 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 quarterly and annual sales quota.
- Accurately forecast deals for the quarter and future quarters.
What You'll Need
- Minimum of 5 years software sales experience or Industry experience in a consultative selling role.
