Sales Account Executive - Growth Industries

Your Impact

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 solution knowledge.
• Position AspenTech capabilities in customer terms with passion and enthusiasm
• Effectively negotiate consistent with AspenTech’s overall strategy and business interests.
• Exhibit knowledge of industry value chains, business performance, key trends, and investment drivers.
• Demonstrate effective selling and presentation techniques to influence the customer.

Operational Excellence:

• Clear and well-articulated account strategy and plan including white-space analysis and awareness plans. - Perform periodic review of opportunity plans with extended team.
• Overall ownership of the Deal Model process for assigned clients. This includes responsibility for proposals, contracts and pricing approval for licenses and professional services.
• Manage day-to-day sales process, coordinate account meetings, and effectively use Business Consulting (Pre-Sales Engineering) and Sales Support resources.
• Understanding of and execution against expected performance metrics, i.e., customer meetings per week, customer facing time, BPRs per quarter, pipeline quantity and velocity, etc.
• Timely and accurate input of required data into the CRM and time management systems.
• Accurate and timely completion of all reports and forecasts.

What You'll Need

Qualifications:

• A minimum of 8+ years demonstrated success in direct sales of software solutions.
• Additional consideration If sold software solutions into LNG, Midstream O&G and Pipeline verticals.
• A University degree (Bachelor’s or equivalent) is preferred. Chemical Engineering or relevant technical degree a plus.
• 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. Strong business acumen.
• Self-discipline and motivation to produce results.
• Specific industry knowledge and experience
• Personal computer literacy including, Excel, PowerPoint and CRM tools
• May require 50%+ travel per calendar year, including overnight travel.

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