Director, Global Business Development

AspenTech•Medina, MN

11d

About The Position

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 Digital Grid Management (DGM) is seeking a Global Business Development Director responsible for the development and execution of the sales business development strategy of automation solutions, including SCADA, GMS, EMS, ADMS, OMS, and DERMS, to electric utilities or large industrials across the globe.

Requirements

Bachelor's degree, preferably in business, engineering, or related technical field.
10+ years of proven success in related business development, marketing and sales.
Demonstrated business acumen and network in the power and utilities industry.
Strong interpersonal, presentation, and communication skills.
Results-orientated with a drive to win and achieve meaningful, tangible results.
Ability to travel up to 25%

Nice To Haves

Master’s degree or MBA.
Experience with people management.
Expertise in power and utility industry, SCADA, and/or Automation solutions.

Responsibilities

Develop, optimize and leverage knowledge of industry, market trends and potential roadblocks to effectively drive sustainable growth.
Collaborate with the product management team on changing market requirements for roadmap consideration.
Identify growth opportunities globally to create a 9-Quarter sales pipeline with added focus on the pipeline more than 12 months out (6Q-9Q).
Create a DGM Whitespace projecting annual contract value (ACV) potential by several attributes including geographies, solution area, incumbent and age of installed solution. Your team will work to implement processes and tooling to automate projections.
Engage with and influence customers to grow scope, identify our differentiators, and accelerate deals.
Maintain key portfolio account leads, including account identification and proposals for strategic utility accounts.
Drive sales campaigns to accelerate strategic initiatives with support from internal Solution Consultants.
Conduct effective sales presentations addressing the business needs of the customer and propose value-added solutions.