Manager, Sales and Account Management

AspenTech•Medina, MN

25d

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 We are seeking a Manager, Sales & Account Management, to work out of our Medina office and report to the Director, North American Sales. In this position, you will be responsible for the aftermarket sales and promotion of automation solutions including SCADA, GMS, EMS, ADMS, OMS, DERMS to electric utilities or large industrials throughout North America. As a Manager, you will lead and manage a team of Sales Account Managers who are responsible for the sales and customer satisfaction of Digital Grid Management’s (DGM) existing accounts. Your Impact Provide leadership in the strategic growth and expansion of the existing customer base. Drive New Logo growth in segmented market space. Develop key customer relationships and conduct effective sales presentations addressing the business needs to the customer and propose value-added solutions. Increase predictive sales and identify potential needs and opportunities using market and sales data. Perform competitive analysis to understand competition and develop new initiatives to grow aftermarket intake and sales. Identify growth opportunities with each account to expand the business within the existing customer base. Develop and execute sales strategies and account plans to help meet corporate sales and customer satisfaction goals. Prepare and present a comprehensive business review, including accurate weekly forecasts for Executive Management. Collaborate with internal and external stakeholders to negotiate customer agreements. Attend Industry Tradeshows, User Group Meetings and Customer Site Visits. Develop and maintain knowledge of the market, trends, and issues to effectively apply DGM’s products and services to meet customer’s unique business goals. Contribute market requirements and trends to the product development team. Lead a team of Account Managers responsible for DGM Aftermarket Sales in the North America Region. Manage all responsibilities associated with the employment life cycle: performance reviews and coaching, talent acquisition, talent development, and employee engagement and retention.

Requirements

Bachelor’s degree
4+ years of business development, customer relations, and/or aftermarket sales experience.
4+ years of people leadership experience.
Ability to travel 25% of the time.
Experience in a high-tech software company.
Salesforce experience/ Experience selling to the electric utility industry is preferred.

Responsibilities

Provide leadership in the strategic growth and expansion of the existing customer base.
Drive New Logo growth in segmented market space.
Develop key customer relationships and conduct effective sales presentations addressing the business needs to the customer and propose value-added solutions.
Increase predictive sales and identify potential needs and opportunities using market and sales data.
Perform competitive analysis to understand competition and develop new initiatives to grow aftermarket intake and sales.
Identify growth opportunities with each account to expand the business within the existing customer base.
Develop and execute sales strategies and account plans to help meet corporate sales and customer satisfaction goals.
Prepare and present a comprehensive business review, including accurate weekly forecasts for Executive Management.
Collaborate with internal and external stakeholders to negotiate customer agreements.
Attend Industry Tradeshows, User Group Meetings and Customer Site Visits.
Develop and maintain knowledge of the market, trends, and issues to effectively apply DGM’s products and services to meet customer’s unique business goals.
Contribute market requirements and trends to the product development team.
Lead a team of Account Managers responsible for DGM Aftermarket Sales in the North America Region.
Manage all responsibilities associated with the employment life cycle: performance reviews and coaching, talent acquisition, talent development, and employee engagement and retention.